Selling is about connecting, leading, and closing.
Sometimes buyer’s questions or actions derail your sales process. To keep your buyers moving forward and to get the sale back on track, use rigid flexibility.
Rigid flexibility allows you to be flexible about the order you proceed through the sales process but rigid with sticking to your proven process.
Watch this video.
You will learn how to maintain control of the sale, and the one thing you should never
(ever, ever, ever, ever, ever, ever)
do during your sales process.
If you want to close the deal and make the sale, you have to connect with your buyers. You have to lead your buyers through the sales process and have confidence in your process.
When you tell your buyer to follow you, they will follow you.
Learn the thinking and habits that drive success.
Today, we’re going to jump right into Scrolls Two, Three, and Four from The Greatest Salesman in the World by Og Mandino. Each of these 10 scrolls contains basic principles that drive success. If you spend as little as 10-15 minutes a day reading and studying these scrolls, it will impact your thinking. You will replace your old thinking and habits with the thinking and habits that drive success.
Love is a foundational attitude and habit. Working in sales, in customer service, you deal with people (with all types of people) all the time. Focusing on this scroll, on love, lets you lift your buyers up. It gives you an advantage.
If you have an attitude and habit of love, your buyers will feel comfortable with you, trust you, and listen to you.
I will ignore the obstacles at my feet and I will keep my eyes on my goals above my head for I know where dry desert ends green grass grows.– Og Mandino
How you think about success and about failure is very important. You have to have the right mindset. How you think determines how you act. How you act determines your results.
When you get up and try, try again, you trust that the right actions, repeated, will produce the right results.
In other words, quit looking at the things that are keeping you from succeeding and keep your eyes focused on your goals.
There burns a flame inside all of us which has been passed from generation to generations uncounted and its heat is a constant irritation to my spirit to become better that I am– Og Mandino
The way you think about yourself is critically important. If you see that you’re created with unlimited potential, you will keep moving forward
Scroll Four reminds us that we are all individuals. We are all alike, but we’re all different, and we all have one thing in common…
Maybe your flame has been dulled over time, Maybe other people have dulled your flame and limited your potential. Today, I want to free you up to say you are nature’s greatest miracle.
You are one of a kind.
You have unlimited potential.
Next week, we cover Scrolls Five, Six, and Seven.
How do you sell more cars with the perfect exploration?
What’s an exploration?
How is it different from a walk around?
We all know how to do the basic 6 point walk around. It’s car sales 101, right? You walk around the car with your buyers and point out the car’s features and benefits.
So, how do you turn this basic walk around into a Perfect Exploration and use it to
sell more cars?
You make it personal.
To your buyers, this car you are walking around is personal.
It’s their livelihood. It’s their lifestyle.
Turn every feature, every benefit of the car into a personal benefit, a personal feature for your buyers. When your customers tell you something personal, kick that door wide open. They want you to show interest. They want you to ask questions. They want you to listen to their answers.
So, ask questions. Listen to the answers. Understand your buyer. Learn who your buyer is, what they want, and why
they want it.
Take what you learn about your buyer
and what you know about the car.
Successfully combine these
two and you have the
Make the car’s features personal to your buyers during the perfect exploration and you will sell more cars.
The Greatest Salesman in the World by Og Mandino has had a huge influence on my life and my career. In fact, I’ve been carrying a copy of this book for over 20 years. This book isn’t just for salespeople. It’s for everyone who wants to put the principles that drive success in their life.
“Only principles endure and these I now possess, for the laws that will lead me to greatness are contained in the words of these scrolls.”– Og Mandino
The book starts with a short, fictional story followed by 10 scrolls. The story’s good, but, to be honest with you, I’ve read the story once. The scrolls (each is maybe a 5-minute read) are critical to your success. Each scroll contains a principle that shapes your thinking. Your thinking determines your actions. Your actions create your results
So, let’s dig in…
“In truth, the only difference between those who have failed and those who have succeeded lies in the differences of their habits. Good habits are the key to all success. Bad habits are the unlocked door to failure.”– Og Mandino
This is a foundational scroll because it says that your life springs from your habits. What you repeatedly do becomes your life.
While watching the video about Scroll One, ask yourself:
Stay tuned. Next week we cover Scrolls Two, Three, and Four.
“Within me burns a flame which has been passed from generations uncounted and its heat is a constant irritation to my spirit to become better than I am, and I will.”
-Og Mandino - The Greatest Salesman In The World
Each year around the holidays we focus on some of the more important things in our life and that automatically makes us more introspective.
We self examine more. And the result of this is we start thinking about being better.
Who do we want to be in the new year?
And we start making resolutions.
What's the problem with resolutions?
They say most resolutions don't last very long.
You go to anybody's house you go downstairs and you see their Bowflex or their ski machine and its covered with clothes hanging on it.
So what happened?
I go to planet fitness at lunch most days, and in January the parking lot is full, and in February it's less full. By March it's back the way it was all year.
We made good decisions.
We know what we want.
We want it bad.
But somehow, making a decision is a lot easier than actually doing the work to get there.
We need a better plan.
If we truly want to change, it's simple.
Download the 4-page PDF and use it to follow along with the video below to build your game plan for the coming year.
There's no opt-in required. Just click the button and save the file as our gift to you!
This post will never go out of date. There's also no need to start on January 1. This process will serve you any time of any year, any time you are ready to make a positive change in any area of your life. Like all our training, it's based on timeless principles and will never go out of style.
The only difference from those who have succeeded and those who have failed lies in the difference of their daily habits. The ones that succeed and get what they're after are the ones that have a plan, that vision, and take daily action
Download the linked PDF below (no opt-in required) and and use it to plan your goal setting any time of the year!
Customers ask questions like this on the lot and on the phone every day. It's almost always asked before they've driven the car, or even know if they're really interested in it.
It’s not technically an objection, but the question comes from fear. It’s designed to put you on the defensive so it’s useful to approach it like an objection.
The more you give, the more you get. Teaching others cements what you have learned and deepens your understanding of it. Cultivate the mentality of abundance by freely sharing your knowledge and skills with other people.
"He could sell ice to an Eskimo"
"Sold a bill of goods"
“He’s like a used car salesman"
These common phrases reflect many people’s view of salesmanship. They reflect dishonesty or being taken advantage of.
The idioms of the word "sell" prevail in our culture; so much so, that manufactures and even some dealers think eliminating sales people will boost their business.
Knowledge is knowing what, why, and how to do something.
Wisdom is doing it.
Take the knowledge you have worked hard to obtain and put it into daily, diligent action.
Sometimes it seems as though we have time for everyone but ourselves. David teaches us how investing time in ourselves and taking responsibility for our knowledge, each and every day, produces enormous rewards and benefits.