Your thinking drives your actions which determines your results.
Today we’re concluding our series on The Greatest Salesman in the World by Og Mandino.
Each of the 10 scrolls is a five-minute read. You can use them as needed throughout your week. It’s an awesome way to make sure your thinking is where you want it to be.
“I will do the work the failure will not do. I will always raise my goals as soon as the last one is obtained.”Og Mandino
In order to be better today than you were yesterday, you have to do more today than you
did yesterday. Your life and what you do has the amazing capacity to ripple into so many peoples’ lives.
You choose what you do. What you do determines your value to and impact on others.
What do you choose?
Scroll Nine is a scroll of action. You have to make the daily decision to act.
Consistent action is what separates the awesome from the average.
Every day when you wake up, make the decision to act. This decision cannot happen once. It can’t happen once in a while. It has to happen day in and day out.
Excellence is found in the consistency of your daily decision to act.
We all live in a powerful,
huge universe. When you
pray and ask for guidance,
what you (what we all) want
is to do well, to live well, and
to be a benefit to others.
I hope you’ve enjoyed and found value in our journey through Og Mandino’s The Greatest Salesman in the World. I just want to leave you with the following…
“How many calls (or texts or emails) should I make every day?”
I get this question all of the time. But this is not the best question to ask.
Here’s the key:
Don’t think about how many calls you need to make.
Think about why you are making the calls.
What are the results you want to achieve? If your goal is to schedule one future appointment each day (and this should be your minimum goal), then the answer to the question of “how many calls should I make” is however many it takes.
If you schedule one future appointment a day, you
will sell 5 – 12 more cars
Think about what that
will do for your paycheck.
This shift in your thinking is the difference in being task-oriented or results-oriented.
The task is the call. The result is why you are making the call. So, why are you making the call?
Are you making the call to check off an item on your to-do list? Because someone, somewhere told you to make X number of calls a day? If you remain focused on the task, you will never achieve the result.
If your goal is focused on the result, if your goal is to set one future appointment a day, you will schedule 22 appointments a month. This will result in selling 5-12 more cars each month.
So, don’t think about how many calls you need to make.
Think about why you are making the calls.
Every day seek to hit your desired result.
Do whatever it takes to get it done.
Today we’re covering Scrolls Five, Six, and Seven. Remember, nothing great ever just happens. You have to make it happen. The results you want, excellent results, start with excellent thinking.
If you want to change your thinking and if you want to develop the thinking that drives excellent results, spend time daily reading and studying the principles in these scrolls.
What should you do with today?
What do you want to accomplish today?
If you want to make the most of today,
keep moving forward.
Avoid those killers of time that you already know.
Avoid people who are standing around talking about what they can’t accomplish
while you go out and accomplish it.
“How do I master my emotions so that each day I will be productive? For unless my mood is right the day will be a failure”Og Mandino
Excellence is not perfection.
Excellence is the pursuit of perfection.
In the pursuit of excellence, you will stumble (sometimes often). Not every day will be perfect.
Make a decision every day to take control of your emotions. Daily preparation, planning, and learning something new will help you prepare your emotions for the day.
Laughter is a powerful tool.
It helps you put things into
Laughter is one of life’s best gifts.
It will make you feel better
and make you more of a
benefit to others.
Stay tuned. Next week we wrap up our series on Og Mandino’s The Greatest Salesman in the World.
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.