Abundance or scarcity.
How are you living your life?
Living a life of abundance is so much bigger than your material possessions or the size of your bank account. Abundance is a mindset. It is a way of living your life.
How can you tell if you are living with abundance or with scarcity?
It’s all about your mindset:
Scarcity says “I don’t have enough for anyone else. I can barely take care of myself.“
Abundance says “I have enough for both of us. I’m going to lift you up with me, and together we can lift up even more people.“
When you seek your best self daily…
When you’re committed to being better today than you were yesterday…
When you know that the pursuit of your best self leads to joy,
peace, and satisfaction…
When you know it is a gift & a blessing to be a benefit to others…
You are living a life of abundance.
The difference we make to others is the only difference that matters.
All buyers have four questions. Answer these questions and you will close more deals and make more money.
Buyer’s 4 Questions:
If you can help buyers answer these 4 questions, you will have a car deal.
Answering your buyer’s 4 questions starts during the Understanding Goals step in your Sales Process. The Sales Process in the Excellence Roadmap is intentionally designed to answer all 4 questions and help your buyer feel comfortable saying “yes” to buying the car from you today (which, by the way, is what they came to do).
Ask your buyers questions like:
“What got you interested in the (model)?”
“Tell me more about…”
Get buyers talking about how the car fits their lifestyle. This starts to answer the “why” question. As they tell you the story behind the “why”, you can also get your buyers to answer the “when” question.
“What made you decide now to trade/get that upgrade?”
Before your buyer even steps on your lot, they have spent 16-20 hours online researching and usually only go to 1.3 dealerships. You are already a finalist for the “where” to buy.
(For additional training on asking good questions and understanding your buyer’s goals, review Sale One, Sell Yourself in your Excellence Roadmap training.)
Before we close today’s Sales Tip, let’s talk a little bit about the buying feeding frenzy of this summer. The combination of low inventory and pent-up demand from the shut downs in March and April created a huge market explosion. Basically, the “when” question was answered by the market. When this feeding frenzy slows, you will now have to answer the “when” question again. Keep this in mind during the winter months.
How do you know if you are living proactively or reactively?
If you’re stopping at a gas station for an energy drink every day,
you might be living a reactive life.
If you’re running out for lunch every day,
you might be living a reactive life.
Reactive Life – You’re too busy running on the hamster wheel to stop and prepare. You’re just trying to keep your head above water.
Proactive Life – You take the time to think and prepare before you act.
It lets you live with abundance and reach your God-given potential.
What do you want to be?
Proactive – moving up the ladder.
Reactive – trying to keep your head above water.
Stop and think about your week
Are you living proactively or reactively?
The best of the best take control of their time.
Time doesn’t control them. They live proactively.
Start small. Start with your energy drink. Buy it bulk in advance.
Start with your lunch. Pack it the night before.
Start putting proactivity into your daily life.
The lies we tell ourselves can become dangerous.
The more we tell ourselves these lies,
the more we tend to believe them.
The more we repeat lies in our minds, the more they become our reality. When these lies become reality, we are not living life to the fullest.
Do you know the difference between character and reputation?
Character: Who we are.
Reputation: Who we want others to think we are.
Another way to put this…
The difference between character and reputation is the same as
the difference between our true self and the image of the self.
“It’s not a lie if you
– George Costanza
So, how can we focus more on who we are instead of
who we represent ourselves to be?
How can we get our true self and our self image to align?
When we stop telling ourselves lies.
When we focus on becoming better today than we were yesterday.
When we acknowledge our failures.
When we acknowledge that we are not perfect.
That is when our character comes into alignment with our reputation.
Knowing is so much easier than doing.
Getting information just isn’t that hard. Learning what to do, why to do it,
and how to do it is the easy part.
Actually doing it is when things can become more difficult.
That’s human nature. We all experience it.
Knowing what is right is easy. Doing what is right can be much harder.
The consistency of action, of doing what we know we should do,
is where most of us struggle.
It’s ok to acknowledge that struggle.
Being aware is the first step to start doing.
Be aware of:
Live with excellence today.
How do you communicate with your managers?
Be aware and thoughtful of how you communicate with your managers.
It determines the response you get. It impacts your deal sheets, sales,
and how you feel about your career.
How did your managers get their jobs? By being an excellent, best-of-the-best sales consultant. They are powerful salespeople who can and will help you structure a great deal. They will help you succeed. They will help you develop your career.
When there’s a team effort, when managers and sales consultants support each other, that is when win-win deals are made.
Be thoughtful in how you approach your management team, especially when it comes to your buyers. It will enable you to work together to turn today’s buyers into Excited, Loyal, Lifetime Customers.
Excellence, playing with excellence, is the key to healthy competition.
Last week we talked about and defined healthy competition.
Watch today’s video. It has a great story about unhealthy competition
and its consequences…
Don’t let competition keep you from focusing on the whole package.
Focus on making yourself and your entire team the best you all can be.
Everyday, go to work committed to being better today than you were yesterday.
That is truly Seeking Excellence.
Technology can be a great addition to your Sales Process.
When I first started selling cars, my CRM was an index card. We’ve come a long way.
Today, your CRM can be an amazing tool.
However, like all tools, if it not used properly, it can be a barrier.
It can be a barrier to developing the relationship & trust you need to close
your deal today, maximize gross, and make your buyers feel comfortable.
Where do relationship and trust come from? They come from first seeking to understand your buyer (before trying to be understood).
You need to learn:
– What your buyer wants.
– Why they want it.
– Who they are.
– How the vehicle fits their life (family, work, & play).
The CRM scanner, when used appropriately saves you time.
When used inappropriately, it costs you relationship & trust.
Learn to use CRM scanners in a way that enhances the Excellence Roadmap steps you walk your buyers through every day.
Competition can be extremely beneficial. You can use it to propel your best self forward in achieving your goals.
Competition can make us work harder, dig deeper, learn more, and practice longer.
And, any strength can be overused and become a weakness. The downside to competition is when you start comparing yourself to others, when you view it as a win/lose situation, when you become willing to do anything to win.
Real competition, healthy competition is about being your best self.
We are given natural talents, natural gifts. What you do to build on
and improve those gifts is up to you.
Healthy competition, at its best, is when you are in competition with yourself.
When you ask yourself:
– Have I given 110%?
– Am I doing everything I can to be effective?
– Am I doing everything I can to be a benefit?
All competition has to have metrics, ways to track and score your results.
Constantly seek to become better today than you were yesterday.
Your biggest competition is yourself.
Be in competition with your last, best effort.
When you negotiate, you have to have a plan – a process.
You know your buyer will say things like…
“I want more for my trade.“
“I can’t afford that payment.“
“I can get a better price somewhere else.“
Don’t fall for your buyer’s emotional response.
When you have a plan, when you have a proven process for negotiation,
you can respond with confidence.
Without a process, it is easy to respond with fear. You negotiate from the fear of losing the deal. It’s a natural response.
Use the 5 Steps of Negotiation & the 5 Steps of ReSell ReAsk training in your Excellence Roadmap. They both teach you to negotiate with process instead
of with fear.
– Higher closing %.
– Higher gross PVR.
– Higher commission checks.
– Higher customer satisfaction & CSI scores.
If you want to remove fear, the best way to do it is with confidence. Confidence comes from preparation – practicing your process until your actions and reactions become instinct.
That is the art and skill of a professional, master sales person.