Someone can take away your home, car, job, money- even your children, but no one can take away your excuses. You’re the only one who can let go of excuses. Excuses justify why you’re where you are today and release you from an obligation to give more. Let go of the excuses of where you’ve been and where you are and take responsibility to where you’re heading. 

(HT Eric Greitnes’ awesome book Resilience) 

Getting into my truck this weekend, my daughter reminded me that I had not taken the picture that she drew for me to work. “I want you to take this picture to work,” she said, “that way, when you look at it, you’ll think of me.”

This got me to thinking…in sales, have you lost your picture?

Well it’s over! If you had a good month, you’re probably in a little bit of a funk today because you’re sitting at “0,” but if you had a bad month, you probably feel fresh because you get to start over again. On the first day of the month, we all start the same, how you end is up to you. 

(Video) Be Dyslexic In Your Goal Setting: It was a German philosopher Frederick Nietzsche who said, “Many are stubborn in the pursuit of the path they have chosen, few in the pursuit of a goal.” The reason why you on accomplishing your goals is because you’re in flexible in your path, yet flexible when your goals. If you want to taste from the fruits of success, then you have to flip your inflexible/flexible mindset around. Let me explain more…

After going to my daughter’s 1rst grade Christmas play, I realized that like my daughter, your salespeople are looking for a familiar face. Here’s what I mean…

When you’re working with your customers, is your ear trained to hear not only the lyrics but also the music behind the lyrics. Here’s what I mean…

You were hired because you were a competitor, yet you are losing each month because you are too accepting of defeat.

How you start your day determines how you will finish your month. We waste so much time in the car business because we start late and quit early.

When you show up to work have a Fast First mindset. See how fast you can get to the first customer.

The source of the customer doesn’t matter-it can be a customer sipping coffee while waiting on an oil change; a customer who isn’t satisfied with his sales or service experience; following up on yesterday’s customer or one who drives up on the lot-just see how fast you can get to the first customer.

Regardless of the result, that initial encounter with a customer will begin to build the momentum of confidence needed for the day. Have you ever had one of those days that you didn’t talk to a customer until late afternoon? How confident were you?

Lost confidence = blown sales.

When you show up today, think, Fast and First-you’ll love yourself for it.

I’ll see you next time on the blacktop.