Knowing v. Doing

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:

  • Tendency to fear.
  • What you know v. what you do.
  • Making the daily decision to do.

Live with excellence today.

Good Selling!

Working with Managers

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.

Good Selling!

Healthy Competition, Cont.

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.

Good Selling!

CRM Scanners

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.

Good Selling!

Is Competition Healthy?

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.
Track your
* Attitude
* Knowledge
* Training
* Practice
* Actions
* Results
Constantly seek to become better today than you were yesterday.

Your biggest competition is yourself.

Be in competition with your last, best effort.

Good Selling!

Negotiate with Process, Not with Fear

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.

The result?
– 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.

Good Selling!

Examine Your Thinking

Does your current thinking deliver the results you want out of life?
How you think about things determines how you act.
Your actions determine your results.

Today, take some time to reflect on your thinking, on your attitude.

Where are you right now? Where do you want to be?

Does your attitude reflect excellence? Is your attitude uplifting?

Today’s Seek Excellence includes a PDF. Take a minute to print and fill it out. It is a great way to examine your thinking and how it impacts what you want to achieve in your life and career.

Examine Your Thinking PDF

Good Selling!

7 Keys of Master Sales Consultants

Do you want to become a master sales consultant?
If so, learn these principles that drive excellence & performance.

During my 30+ years in this business, I’ve learned that top performing salespeople all share similar traits. There are 7 keys that I’ve identified through my years of tracking (and training) the best of the best.

Today’s blog post is a little different.
You have 3 actions to take:

  1. Download & print the 7 Keys and Self-Assessment PDF (linked below).
  2. Watch the video. I give you an overview of the keys and
    an explanation of the assessment.
  3. Complete the self-assessment on page 2 of the PDF.

7 Keys of Master Sales Consultants

Good Selling!

Are You A Good Customer?

Why is it important for you to be a good customer?
How will it impact you and your career?

You are in customer service. You might also be in sales. If you want good customers, you have to be a good customer.

It’s the principle of you reap what you sow.
The better the customer you are, the better the customers you will get.

How do you make sure you are a good customer?

  • Have a good attitude.
  • Show appreciation to the person helping you.
  • Do not act entitled.
  • Smile.
  • Be patient and kind.
  • Look people in the eye.
  • Ask your salesperson how they are doing.

Bonus tip: If you are asked to fill out a survey, do it.
Give your salesperson the perfect 10s you ask your customers
to give to you.

Becoming a better customer changes you.
These changes will be apparent when you are helping your customers.

Good Selling!

A Frequently Forgotten Negotiating Key

Today’s Sales Tip is about a frequently forgotten key to
negotiating that costs you $1,000s of dollars a year.

So, what is this often forgotten key to negotiation?

Start every deal at your full sale price.
Never pre-discount your first pencil.

Another way to say this:
Remind your buyer of discounts you’ve already given them
before talking about any additional concessions.

Typically, when you sit down with a buyer and present your deal sheet, they want to talk more money off, more discounts. Buyers often try to use your online,
pre-discounted price as their starting point for further discounts and concessions.
Do not do this.

The online selling price should be the selling price!

You should always go back and remind your buyer about what you have already given them. Remember, it is not just the discounts. It is everything already included in their deal (car washes, oil changes, warranties, gas mileage savings, etc.).

It is redirecting your buyer’s attention to the entire package. A deep dive into this topic is part of ReSell-ReAsk in your Excellence Roadmap training. This 5 part, quick, easy turnaround is designed to double your number of first pencil closes.

How does this cost you $1,000s a year?

Buyers like to chip away at the selling price little by little.
Often sales consultants think “it’s not a big deal“.

Have you ever fallen into the trap of thinking
It’s only $500 off. That’s not a lot.”

It’s precisely this thinking that costs you a lot of money.

Think about it…
$500 off costs you around $125 in commission.
Multiply that by your next 100 deals.
That “$500 is not a lot” has now cost you $12,500 in commission.

Before you discuss any other possible concessions,
always remind your buyers of what you have already given them.

Good Selling!