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Excellence In Sales & Life, A Proven Path

The path to excellence in all areas of your life is rooted in 6 timeless, proven principles. You have to make the decision to be excellent. It isn’t going to just happen to you.



Fools are destroyed by
their own complacency.


– Proverbs 1:32

What is excellence?

  1. Excellence is whole hearted.
  2. Excellence is a decision.
  3. Excellence is a habit.
  4. Excellence is personal.
  5. Excellence is not perfection.
  6. Excellence is an attitude.

Be at your best more than you used to be. Everybody reaches. Everybody fails.

To be on the path to excellence, you keep trying.

Good Selling!

Creating Vision for the Buying Process

Walking your buyers through the Sales Process creates relationship and trust and lets buyers know what to expect.

Creating vision for the buying process lets you:

  1. Get to know your buyers. You begin to Understand Goals.
    – Who they are.
    – What they want.
    – Why they want it.
  2. Overcome your buyer’s 3 fears.
    – Buying the wrong car.
    – Paying too much.
    – Being pressured or hassled.

When you create vision for the buying process, when you walk your buyer through the Sales Process, you let them know exactly what is going on and what to expect.

How do you do this, daily, with all of your customers?

It’s simple. Use the Sales Process in the Excellence Roadmap. Pay close attention to the word tracks. Learn them. Personalize them. This vision process is woven throughout your training.

Don’t be afraid to lay out for your buyer what’s next, what to expect. Remove their fears by telling them what you’re going to do. You can do this step-by-step or in its entirety.

Good Selling!

Complacency Leads to Destruction

The complacency of fools will destroy them. Solomon said this over 3,000 years ago. It’s still true today.

What is complacency?
Why will it destroy you?

A complacent person is someone who does not examine themselves. They get up, go through the motions, and do it again and again.

Complacency happens very easily. It happens during times of comfort. Complacency can turn into apathy. Apathy says “I don’t care“. Both of these lead to entitlement – the belief that one is deserving of privilege or special treatment.

You, we all, want to live lives of excellence. We want to have the joy, peace, and satisfaction that comes with pursuing our best selves.

How do you avoid complacency? You do this through self-examination. Ask yourself:

– What am I doing?
– How am I doing it?
– How am I affecting the people around me?

When you self-examine and adjust to become better today than you were yesterday, you start taking personal responsibility for your life. Personal responsibility is the antidote to complacency.

5 Key Areas of Personal Responsibility:

  1. Attitude – Is my attitude positive? Is it one that I want my family, customers, and coworkers to catch?
  2. Knowledge – Am I getting smarter or am I staying where I am while other people run past me?
  3. Skill – Am I turning my knowledge into skill? Do I ever stop practicing?
  4. Actions – Am I accountable for my actions? Am I taking the right actions
    every day?
  5. Results – My attitude, knowledge, skills, and actions create my results. Am I taking personal responsibility to become better today than I was yesterday in all of these areas? If not, what can I do better?

Good Selling!

Taxes & Fees, Of Course

Part of presenting your deal sheet with excellence is including the phrase “Taxes and fees, of course“.

You remember this – it’s part of your Excellence Roadmap training.
It’s part of the Agree Step.

There is a positive psychological impact to including this phrase as a casual, natural part of your deal sheet presentation. It subconsciously signals to your buyer this is a normal, everyday occurrence. Everyone pays taxes. It’s something we all do. It allows your buyer’s subconscious mind to say “yes”.

Too often, sales consultants present taxes and fees as a negative, as optional, as something that can be negotiated. This creates an objection to the taxes and fees in your buyer’s mind. Remember, when you expect a fight, you’re going to get one.

Tips for presenting your deal sheet:

  • Start with the right thinking.
  • Believe in your numbers.
  • Guide buyer’s eyes with your pen.
  • Say the ‘good’ numbers, the savings.
  • Point to everything else.

Presenting your deal sheet with excellence is so much more than just a presentation. It’s a way to get your buyers to focus on the car, to focus on the excitement of getting the car, to focus on the joy of the purchase.

Good Selling!

As You Think In Your Heart, So You Are

Professionals prepare to win everyday!

Your thinking, you attitude, your point of view determines the quality of your life.
Thinking is one of the principles, one of the natural laws, that governs your life.

Be careful what you think. How you think determines how you act.
Your actions determine your results.
It’s even deeper than that. Your thinking determines your actions.
Your actions repeated become your habits.

Good habits are the key to success.
Bad habits are the unlocked door to failure.

– Og Mandino

Your thinking is very important. Where does it come from?
It comes from your life experience, your environment, your education.

Ask yourself:

Is my thinking the best it can be?
Is my thinking what I want it to be?
Is my thinking the right thinking that will help me reach my full potential?
How can I get my thinking right to achieve my goals and dreams?

Here are some tips:

  • Constantly pursue thinking better today than you did yesterday.
  • Show appreciation and gratitude.
  • Seek knowledge on a daily basis.
  • Learn what to do, why to do it, and how to do it well.
  • Pursue the right attitude.

Take time daily to decide what your thinking is going to be. Pursue knowledge daily.

It’s the pursuit of excellence, the pursuit of your best self, that creates the joy, peace, and satisfaction you are looking for.

Remember, as you think in your heart, so you are.

What’s in your heart?

Good Selling!

Budget Is A Lie

How many of you have heard from your buyers…
That’s outside of our budget” or “Our budget is…“?

I’m willing to bet 100% of you have.

Guess what?

That is a lie!

How do I know this? Less than 10% of buyers have a budget. If “budget” were true, your buyer would be willing to get less car to fit their budget. But that is not what they are trying to do. Your buyer is using the word “budget” to try to get more car for less money. I get it. We all do it.

As a sales consultant, you need to understand two very important facts about
buyers when they talk about budgets:

  1. All buyers have 3 prices.
    – What they want to pay.
    – What they’re willing to pay.
    – What they do pay.
  2. All buyer have 3 fears.
    – Buying the wrong car.
    – Paying too much.
    – Being pressured or hassled.

When you understand these two facts and when you work with excellence, you can make your buyer feel comfortable purchasing the car they want to buy and paying what it takes. (For additional training on getting your customers committed to buying the car from you with your first set of numbers, watch the Agree Step training in your Excellence Roadmap.)

You know your buyer will never want to pay what it takes to buy what they want to buy. Here are a few tips to use when your buyer says “budget”:

  • Never repeat the word budget back to your buyer. It is a negative statement that locks your buyer into their numbers, into their lie. (If you repeat a lie enough times, everyone believes it.)
  • Rephrase what your buyer said using an Empathy Statement. (Refer to your ReSell ReAsk training in the Excellence Roadmap.)
  • Remind your buyer the market prices the car and the trade. You do not.

Remember, when your buyer brings up budget, it’s just another way to say…
“I don’t want to pay too much.”
“This is more than I really want to spend.”
“Show me this is a great deal, and I’ll take it.”
“Prove to me this is a great deal, and I’ll take it.”

Understand your buyer’s 3 prices and 3 fears. Focus on showing value. Use empathy (and the market). Get a today commitment before presenting numbers.

Good Selling!

I Don’t Have Time

Have you ever said “I don’t have time“?

What does that even mean?
We all have the same 24 hours in a day.

I don’t have time to…
(You fill in the blank.)

It’s funny how the most important, the most jugular, things for our well-being, for our success, are often the same things we say we don’t have time to do.

What you’re really saying is you value something else more.

Here’s the problem:
When most of us wake up, we really don’t think about it. We allow our day to manage us. We don’t manage our day. We spend our days reacting to things.

Ask yourself:

  • What do I want my day to look like?
  • What do I want to accomplish today?
  • What am I valuing more than the things I am not getting done?
  • What do I want to be doing regularly (that right now I say I don’t have time for)?
  • What will happen if I make time for these important things?
  • What will happen if I don’t?
  • How will it impact my life?

Nothing great ever just happens.
You have to make a daily decision to make it happen.

Make a decision on how you spend your time.

Make time for the things that matter.
I want you to seek excellence in everything you do,
especially in how you spend your time.

Good Selling!

Run Toward Problems

Don’t run away from problems, run toward them.

Running toward problems lets your customers know you have their back. It tells your buyers, “My service to you begins when you leave with your car“.

Problems will find you. The longer the problem festers, the bigger it gets and the more difficult it is to overcome.

As soon as you have a problem with a customer, go to your manager and immediately game plan a way to resolve the issue. Talk about solutions you can
offer your buyers.

When you do this, you create:
Excited, Loyal, Lifetime Customers, additional sales, higher gross, and more goodwill.

People who go home with a car, have a problem, and the problem is handled well, are more loyal and more likely to buy from you again than people who never have a problem.

Running toward a problem is always better than running away from it.

Do the right thing.

Good Selling!

Techniques Change, Principles Never Change

Principles determine what happens. They are the natural laws that govern all people. When you know and understand principles in your life, you can do amazing things.

Gravity is a principle. You can’t see it and it’s a powerful force.

Karma is a principle. What you put out comes back.

Principles never change, but the techniques we use can and do change over time.

Why is this important?

You hear everyday “business has changed”.
It’s true. The times, the technologies, the way we do business changes.
These are all techniques.

However, the principles that drive human behavior and performance
have not and do not change.

Principles that never change:

  1. Principle of Excellence – Excellence will always stand out and
    demand a higher reward.
  2. Principle of Discipline – Hard and smart work brings a profit.
  3. Principle of Personal Responsibility – I am responsible for my attitude, knowledge, skills, actions, and results.
  4. Principle of Personal Development – When I make sure I prepare,
    then I will be ready when the opportunity arrives.
  5. Principle of Relationship and Trust – All human interactions that lift up and encourage require relationship and trust.
    (This is the goal of Sale One, Sell Yourself.)
  6. The Principle of Value, Desire, and Commitment – It’s a foundation for moving forward in any relationship, personal or professional.
    (This is the goal of Sale Two, Sell the Vehicle.)
  7. The Principle of Win-Win – It’s win-win or it’s no deal. When there’s a loser, everyone loses.
    (This is the goal of Sale Three, Sell the Deal.)
  8. The Principle of Fear – Fear is contagious.
  9. The Principle of Confidence – Confidence is contagious too.

These are the principles everyone needs to understand. They never change. If your techniques aren’t rooted in these principles, will not produce the maximum and desired effect.

Ask yourself if these principles are in line with your life.

When you know these principles, when you self-examine, when you seek them,
they will help you achieve the goals you want to achieve and will help you be a
benefit to others.

Good Selling!

Reciprocity

The power of the principle of reciprocity.

The principles that drive performance and excellence have always existed.
It’s our job to understand and implement them to benefit our customers,
our dealership, and ourselves.

The Power of Reciprocity:
Whenever you do something for another person, they automatically want
to repay you or do something for you.

Think about it…
When someone does something for you that you didn’t expect, you immediately feel bad because you didn’t do something for them.

It’s human nature. We all feel this way.

That is the power of reciprocity.

The more you do for your buyers, the more they will feel they have to do something for you.

That is one of the reasons you should never short cut your Sales Process. When you cut corners, skip some of the steps, you stop ‘earning’ reciprocity from your buyers.

Every step of your Excellence Roadmap’s Sales Process is based on timeless principles, including the principle of reciprocity.

Even the smallest things you do for your customers builds reciprocity.

The principles that drive human behavior are easily visible to all.

Understand them.
Apply them.
Benefit from them.

Good Selling!

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