For this Motivational Monday, David Lowe discusses The Scroll Marked III from Og Mandino’s classic book The Greatest Salesman in the World. I Will Persist Until I Succeed is the theme of the scroll and it’s a critical message whether your career is in sales or any other field.
Today, David Lowe discusses the importance of developing good habits and becoming their slave. In addition to reading and studying the scroll itself, David recommends an exercise to identify the habits that will best help you reach your goals.
“The separation of talent and skill is one of the greatest misunderstood concepts for people who are trying to excel…Talent you have naturally. Skill is only developed by hours and hours and hours of beating on your craft.” – Will Smith
Today’s low gross P.V.R. is not market driven, its skill driven.
There has always been fierce dealership competition; and yes, some consumer Internet tools limit gross on some deals. When I started selling, cars misinformation or lack of information had the same effect. Fortunately, most shoppers today do not believe we pay $3000 for the $7990 new escorts like they did in 1986!
Unfortunately, most talented Sales Consultants and Managers have never been trained to build desire and value or to close for both maximum closing % and gross P.V.R. Continue reading
Of course! Cars are being sold every day by untrained sales personnel and without the consistent use of a strategic sales process.
People want new cars and will buy them regardless of what we do!
The manufacturer creates a market that drives people into our dealerships. If we don’t upset them, they will buy. If we have the right used car, in the right condition, priced right, it will sell regardless of our people or processes.
On Thanksgiving Day, 2015, the Green Bay Packers retired Bret Favre’s #4 Jersey. As a Bear fan, I have no love for Favre. He has broken my heart on more than one occasion. Even so, I have always thought of him as one of the greatest football players that ever played. He played the game with Excellence and Joy. During the interview that followed, he said, “I wanted to be the best. You gotta work hard and you gotta believe.” That’s the cry of Excellence!
Excellence is its own Reward. It has been said, “Do what you do better than anyone else and you will never have to worry about money.” In other words, Excellence (not money or position) is the goal.
Money and position naturally fall to the excellent. Excellence also provides a reward much more valuable than money or position. Excellence creates a healthy pride, purpose, and joy. This is the driving, intrinsic, motivating force that sets people and business apart.
I would argue this satisfaction is what most of us truly desire. Money, position, and power often feel empty or purposeless without the sense of living up to our true potential for excellence.