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Category Archives for Seek Excellence

Invest In Yourself For Excellence

Invest in yourself.
Invest in yourself for success.

How do you invest in yourself? It’s simple, but it’s not easy.
You have to do the work. You have to take purposeful action.

Do you know that spending as little as 15 minutes a day investing in yourself
can produce huge rewards?

There are five areas of your life to use as measurements to become better –
professional, relational, physical, mental, spiritual.

Questions to ask yourself:

  1. Professional – What is my knowledge, skill, action, and attitude at work? Where am I now and where do I want to be professionally? How can I improve?
  2. Relationally – Where am I at and where do I want to be relationally? How can I improve my relationships?
  3. Physically – Am I doing what I need to do to feel good and have the energy I need to be
    a benefit to others? Where am I at and where do I want to be physically? Sleep? Food? Exercise?
  4. Mentally – Am I constantly challenging my mind? Am I learning? Where am I at and where do I want to be mentally?
  5. Spiritually – Where am I at and where do I want to be spiritually?

Take responsibility for yourself.
Take responsibility for your knowledge, skill, action, and attitude.

Spend 15 minutes a day, every day, working to become better in these five areas.

Good Selling!

Seek First to Understand

Do you sometimes make assumptions?

Do you sometimes attack without knowing the whole story?

What would happen if you first asked questions? If you got the whole story before making assumptions?

When you go to people first seeking to understand them, most people come clean and tell you the truth.

If you shoot first, nobody wins.

If you ask questions and get all of the information first, everybody wins.

Good Selling!

Set Clear & High Expectations For Yourself

Your expectations create your reality.

Expect a lot, get a lot.

Expect little, get little.

The first pillar of leadership is to lead by example.

The second pillar of leadership is to set clear and high expectations.

As a leader, you set clear and high expectations for others.

What kind of expectations do you set for yourself?
Are you setting clear and high expectations for your life?
Are you asking yourself if you are living life to its fullest?
Are you living to your values?

Set clear and high expectations for yourself and you will live abundantly.

Good Selling!

Attention – The Rarest & Purest Form of Generosity

In today’s world, it often seems like no one is really paying attention – that no one is really listening.

I’m always trying to learn and pick up ways of saying things and I heard someone say this recently, “Attention is the rarest and purest form of generosity.”

Let’s talk about that today because it’s really important to understand and practice this habit of paying attention.

People that are paying attention ask good, clarifying questions because they are giving you the generosity of their attention (to truly understand and be a benefit to you).

Judge a man
by his questions
rather than
by his answers.

– Voltaire

What distracts you from paying attention?

What does distraction cost you?

  • It costs you relationships, both professionally and personally.
    This is a heavy price to pay for not paying attention.
  • It costs you productivity.

What distractions can you eliminate?

If you love and care about people and if you love and care about your job, give your attention to what you are working on and the people you are working with.

Good Selling!

One Learns Most When Teaching Others

This is also called proactive training.

When learning a new skill, it helps to take notes and review those notes. To really cement your learning, tell someone else what you learned.

Every time you take time out to show someone else, you get something back.

You get better!

If you see someone struggling, help them. Show them a way to get better.
You will become more impactful at your job.
The more you give, the more you get.

Take on a mentality of abundance.

Good Selling!

PS: Managers – You can supplement the Excellence Roadmap online training. Use your daily planners to facilitate discussions with your team about that day’s training videos. Pass out the weekly quizzes and review the answers with your team. It helps your team get better (and your knowledge also improves).

Reminder: The daily planners and quizzes are emailed to you each week. You can also find them on the Excellence Roadmap under Manager Accelerator – Resource Downloads.

7 Keys to Professional Excellence

What does it mean to seek excellence professionally?

You know that to be excellent in any area of your life you have to focus on the

5 Areas of Personal Responsibility:

  1. Attitude – Have a professional and winning attitude.
  2. Knowledge – Know what to do, why to do it, and how to do it well.
  3. Skill – Practice over & over until your actions and reactions become instinct.
  4. Action – Make sure your actions match the high values and expectations
    you set for yourself.
  5. Results – Give everything you have, every day, to obtain excellent results.

How can you seek excellence in your professional life?

Watch today’s video and learn the 7 Keys to Professional Success.

ASC’s 7 Keys to Sales Excellence

  1. Develop and maintain the right thinking and habits.
  2. Master the sales principles and the Sales Process.
  3. Master the key selling skills:
    – Active Listening
    – Overcoming Objections
    – Building Relationship & Rapport
    – Closing & Negotiating
  4. Be a dealership ambassador.
  5. Be a product expert.
  6. Follow up daily to create Excited, Loyal, Lifetime Customers.
  7. Take personal responsibility for your continued education, development, wherewithal, and excellence.

Define what excellence looks like for your job.

In any job you do, do it with excellence.

Good Selling!

Knowledge v. Wisdom

What is the difference between knowledge and wisdom?

How does knowing this difference impact your sales and commission?

Knowledge is knowing what to do, how to do it, and maybe even being able to do it.

Wisdom is actually doing it.

Wisdom is knowledge applied.

You can have all of the knowledge in the world but not apply it. If you do not use the knowledge you have, you are shortcutting yourself and your career.

Sometimes this is harder to do than to say. But if you know how to do something and you know it is going to be a benefit (to you or to others), why not commit to doing it every day?

So, apply your knowledge today. Be wise.

Good Selling!

All Businesses Are Based On Relationships

All businesses are built on relationships – especially sales and service.

You have to build relationship and trust with your customers. Their perception of you, your dealership, your service team comes from the strength of your relationship.

Even if you make the sale, if you do not build relationship, you are missing a huge opportunity.

Your goal is to sell more cars and to make a fair profit. But you also want to build a bank of Excited, Loyal, Lifetime Customers. To do that requires a relationship. A foundation for building relationships is active listening.

When you show interest in people, when you listen to them, they will automatically like you more. This is how you create the strong relationships that are essential to building your business.

Find out about your buyer’s motives. Find out their why (their motivation for buying the car).

Do this and you will establish a natural relationship that turns your buyers
into lifelong customers.

Good Selling!

Personal Strength

How do you respond to your circumstances?

When things are bad, how you respond matters.

When things are good, how you respond matters.



“The ultimate measure of a
man is not where he stands in
moments of comfort and convenience, but where he
stands at times of challenge
and controversy.”

– Martin Luther King

Don’t let your circumstances, good or bad, determine who you are and where you are going. Often unplanned events cause a negative reaction.
Times of prosperity can cause an attitude of complacency and entitlement.

How you respond to your circumstances is critically important. Your daily habits determine how you respond.

Get up each and every day and decide who you are going to be that day.
Make these decisions daily. Take the right actions, day after day, regardless
if you are on top or if you are on the bottom. These are your habits.

Your response to both prosperity and scarcity are habits.
Your daily habits will sustain you during both.

Good Selling!

Turn Your Talent Into Art

What is the difference between talent and art?

Talent you have naturally.

Art, or skill, is only developed by hours and hours of beating on your craft.

This is also called preparation and practice.

Developing your skill maximizes your talent.

“The separation of talent

and skill is one of the

greatest misunderstood

concepts for people trying

to excel.”

– Will Smith

What is Will Smith saying?

So many people rely on talent only. To be excellent in any area of your life, you need to develop your skill (which we call art). Developing your skill takes personal responsibility and practice.

I see this every day in my job as a sales trainer, a sales coach. I see it all the time, I see naturally gifted people – great work ethic, good with people, naturally gifted people selling a lot of cars and doing really well, and they lack the skill and the art that they should have. Why? they’re making money, they’re selling cars, they must be good.

Well, they’re talented, yes. But are they reaching their full potential?
You know what, it’s not good enough to make money and outsell and outperform others.
You have to focus on becoming your best self.

We say it this way on the Excellence Roadmap…

First, you have to learn the craft. You have to develop craft, and you have to practice that craft over and over until action and reactions become instinct. That becomes art.

Don’t waste your talent with a lack of preparation and practice.
Take personal responsibility for developing your talent into skill and art.

There is no shortcut to excellence.

Good Selling!