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.
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:
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?
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.
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?
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.
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.
Sales is about curiosity.
I know, this flies in the face of what most of today’s sales people do.
When a buyer asks to drive a particular car, most salespeople respond with:
“Great – Let me get the keys“.
What does a curious salesperson say?
“I can totally help you with that. By the way, how did you get interested in…“
Curious salespeople ask questions.
They ask good questions to find out:
Don’t limit yourself to just the”what” questions.
The “why” and the “who” are even more important.
Curiosity means you show interest in people, and that’s what sales is.
Do you think curiosity is missing a lot in sales today?
Show interest in your customers and you will make a connection with them.
Pro Tip: Review your training in the Excellence Roadmap on Asking Good Questions and Active Listening. Work on developing and mastering both of these skills.
During your Sales Process, especially during negotiation, remember the car is the star. Sell the features, advantages, and benefits. Most importantly, sell what these things mean to your buyer.
Too often, we get stuck on price (or payment) and think the whole deal is about that.
It’s not. Price is only one piece of the entire package.
The most important piece is the car.
During your Sales Process, you are important. The relationship and trust you build with your buyer is a critical component of closing the deal. And remember, the car is the star. During the Test Drive, be quiet and let the car do the selling.
Remember during negotiating, the car is the star.
In your Excellence Roadmap training, you study Re-Sell Re-Ask. It is the most powerful, comfortable negotiating tool you have. It is designed to double your number of first pencil closes.
During Step 3 of Re-Sell Re-Ask, Redirect, you focus on the car:
When you make the car the star, when you focus on the joy the car will bring to your buyer, you will comfortably close your deal today and maximize your gross in a way your buyer loves.
The Greatest Salesman in the World by Og Mandino is one of the most influential books that, for over 20 years now, has positively impacted my career and my life.
I’ve written about this many times. As a matter of fact, I did a series of blog posts covering each of the scrolls in the book. You can access the posts and videos here:
So, why is this book so influential?
Its teachings are based on timeless, proven principles. They are the same principles found in the Bible, in the writings of Dale Carnegie, Zig Ziglar, Stephen Covey, and countless others. They are the same principles I used to develop the Excellence Roadmap and all of Automotive Sales Coach’s training.
For those of you who have been involved in the training for a while now, you know I often reference this book. In fact, I have a multi-part Seek Excellence video series about the book on our YouTube channel (which you can access here).
Today’s Seek Excellence is the introduction to The Greatest Salesman in the World. I encourage you to watch the entire series and to buy the book. Read the book. Study the scrolls. It will greatly impact your life.
I know most of you can’t stand dealer trades,
and they are part of our business.
Do you know, we often create the dealer trades we claim to hate?
By starting the sale wrong and asking the wrong questions.
By following the Sales Process in the Excellence Roadmap, you learn to ask the right questions, help your buyer find the right car (on your lot), and decrease dealer trades.
Always explain dealer trades to your buyers.
Don’t assume they understand it.
If you can’t get a buyer on the car or there’s a product objection you cannot sell around, let them know about the dealer trade option.
Think about the dealer trade process from the point of view of a buyer who has never been through it. Follow your dealership’s game plan.
Control your mindset & attitude today by positively
and powerfully choosing what you listen to.
Whatever you put into your brain comes out emotionally, verbally. We are all highly influenced by what we consume – music, social media, news, books, TV.
What consumes your mind, controls your life. How? It determines your thinking, and your thinking determines your attitude, actions, and results.
What are you listening to?
Is it positive or negative?
Do you ever take the time to unplug?
Do you ever give yourself time to think, to listen to your heart?
Do you want your attitude to be one that lifts other people up? Well, that doesn’t happen by accident. You have to determine what is important to you. You have to determine what you listen to. You have to determine what mindset you want to have. And, finally, you have to choose to listen to these things.
I challenge you to shut off. Shut off your stuff, your electronics, your music. I challenge you to spend time listening to God, listening to your heart.
I challenge you to Seek Excellence today.
There is power in trust and relationship.
To stand out to your customers, you have to connect with them. There is power in establishing a common bond with your buyers.
(This works for both the seller and the buyer.)
In your Excellence Roadmap training, Sale One, Sell Yourself, focuses on building relationship and trust with your buyers. Review the videos and notes in this step of the Sales Process. You will master:
This is how relationship is established and how the customer decides who to do business with.