The prospcet that you deal with today is more educated than ever, and noone wants a decision made for them. What does that have to do with todays sales cylce? EVERYTHING! Have you ever tried to convince your signifigant other that your point of view is correct? How did that work out for you? Have you ever made a decision that would affect both of your lives without consulting with them? If you have, I gauruntee that you know how poorly this strategy actually works. Your wife/husband wants to feel like they are the most important person person in the world to you, as they should be. Today's prospects are no different.
We have all heard the old addage that your customer doesn't care how much you know, until they know how much you care. As professional salespeople we pride ourselves on being 'master communicators', but often times if we truly evaluate how we communicate with the important people in our lives we will find that we only look at a situation from one point of view (our own)
If we want to succeed in sales, and life, then we need to see every situation from every possible angle. Instead of having an agenda that we base our conversations, and presentations around then we truly need to take a step back and look at things from our prospect's point of view. Before Mr./Mrs. Prospect ever step foot on your lot they have a goal. They may want a new car because they want to have reliable transportation to get back and forth to work, they may want it because they recently had a baby and need the space, maybe they were recently divorced and want something sporty.
No matter what the logic they have created in their mind to justify buying a new vehicle, it all comes down to how that purchase will make them feel. Take each of the scenarios listed above, the client that wants reliable transportation for his commute appreciates the security that a new car gives them. The client who just had a baby wants to feel responsible, and that they are making the right decision for their family. The recently divorced client wants to feel young & sexy. Once we understand the driving force that motivates our clients and look at things from their unique point of view we are one step closer to helping them find the vehicle that they will now own........
Friday, August 13, 2010
What are you thinking?
When you are engaging your prospects, what are you thinking about?
Are you thinking about all the reasons that your they should by your product, and how it will make their life better, or are you thinking about all of the reasons that they shouldn't?
This all starts with believing in the product that you are selling. You should have an unwavering belief that your product is not only a great value, but that it will make your prospects life better. If you don't believe that how are you going to convince your customers? If you aren't selling a product that you believe in, leave your work now. Don't walk, run! If you don't believe in the product that you are selling then how are you going to tell your prospects that they will benefit from it? Today's consumer is intelligent, they research their purchase before they make a decision. If you don't believe that your product will actually benefit your customer, how will you talk them into purchasing it? Are you going to lie to them? They will see through your stories...........
Are you thinking about all the reasons that your they should by your product, and how it will make their life better, or are you thinking about all of the reasons that they shouldn't?
This all starts with believing in the product that you are selling. You should have an unwavering belief that your product is not only a great value, but that it will make your prospects life better. If you don't believe that how are you going to convince your customers? If you aren't selling a product that you believe in, leave your work now. Don't walk, run! If you don't believe in the product that you are selling then how are you going to tell your prospects that they will benefit from it? Today's consumer is intelligent, they research their purchase before they make a decision. If you don't believe that your product will actually benefit your customer, how will you talk them into purchasing it? Are you going to lie to them? They will see through your stories...........
Thursday, August 12, 2010
Skilled or Talented?????????
Talent is defined as natural qualities or abilities.
Skill is defined as an ability that is acquired through training.
There is no question that Michael Jordan was the greatest basketball player of his era, and probably of all time. With 6 Championship Rings, 5 MVP Awards, and countless other awards and accolades he is considered by many to be the most dominating player of all times. And while he was dominating everyone who was brave enough to step foot on a court to oppose him, he amassed an enormous fortune, becoming the most endorsed athlete ever! Even now, years after his retirement he is paid $40,000,000 a year in endorsements, that is over $109,000 a day just for waking up!
Of course MJ had a certain level of 'God given talent', but he was also known as the single player in the NBA that practiced harder than any other. Not only did he practice longer than any of his other teammates, but he also would perform every single drill as with the same level of intensity as he would in game 7 of the NBA Finals. By practicing in this manner he prepared to react at 'game speed' every single time. That way when he came across a situation in an actual game he would know exactly how he was going to react, and what he would do. By pushing himself to perform at the highest possible level in practice, he taught himself to be ready to make all of those amazing plays we all watched at an incredible level. So yes, his talent allowed him to accomplish some of the acrobatic feats that he performed, but the true catalyst that unlocked all of this 'talent' was his hard work, the 'sweat equity', the practice, these are the things that develop 'skill'.
How long do you practice your craft on a daily basis? How do you practice? If you are like most supposed 'sales professionals', then you don't practice at all. No matter how talented you are (or think you are) this is a recipe for disaster. Michael Jordan, Tiger Woods, Lance Armstrong, Mike Tyson, Joe Montana, or any other champion that dominated their sport all have one thing in common.......their incredible work ethic, and drive to succeed. If you want to be the best and you are not practicing, forget about it, you'll never get there.
We need to practice every day. When you do get in front of your prospects you need to know exactly what you are going to say, that way you can focus on how you are going to say it. The words should come automatically, leaving us to focus on our delivery. Where would any of the a fore mentioned athletes be if they chose not to practice, and just 'winged it'?
-Remember, hard work beats talent every time, if talent doesn't work hard!
Skill is defined as an ability that is acquired through training.
There is no question that Michael Jordan was the greatest basketball player of his era, and probably of all time. With 6 Championship Rings, 5 MVP Awards, and countless other awards and accolades he is considered by many to be the most dominating player of all times. And while he was dominating everyone who was brave enough to step foot on a court to oppose him, he amassed an enormous fortune, becoming the most endorsed athlete ever! Even now, years after his retirement he is paid $40,000,000 a year in endorsements, that is over $109,000 a day just for waking up!
Of course MJ had a certain level of 'God given talent', but he was also known as the single player in the NBA that practiced harder than any other. Not only did he practice longer than any of his other teammates, but he also would perform every single drill as with the same level of intensity as he would in game 7 of the NBA Finals. By practicing in this manner he prepared to react at 'game speed' every single time. That way when he came across a situation in an actual game he would know exactly how he was going to react, and what he would do. By pushing himself to perform at the highest possible level in practice, he taught himself to be ready to make all of those amazing plays we all watched at an incredible level. So yes, his talent allowed him to accomplish some of the acrobatic feats that he performed, but the true catalyst that unlocked all of this 'talent' was his hard work, the 'sweat equity', the practice, these are the things that develop 'skill'.
How long do you practice your craft on a daily basis? How do you practice? If you are like most supposed 'sales professionals', then you don't practice at all. No matter how talented you are (or think you are) this is a recipe for disaster. Michael Jordan, Tiger Woods, Lance Armstrong, Mike Tyson, Joe Montana, or any other champion that dominated their sport all have one thing in common.......their incredible work ethic, and drive to succeed. If you want to be the best and you are not practicing, forget about it, you'll never get there.
We need to practice every day. When you do get in front of your prospects you need to know exactly what you are going to say, that way you can focus on how you are going to say it. The words should come automatically, leaving us to focus on our delivery. Where would any of the a fore mentioned athletes be if they chose not to practice, and just 'winged it'?
-Remember, hard work beats talent every time, if talent doesn't work hard!
Tuesday, August 10, 2010
Don't give up yet, you're almost there!
"Many of life's failures are people who did not realize how close they were to success when they gave up." ~Thomas Edison
Endurance athletes and distance runners talk about 'hitting the wall'. If you were a well trained athlete running a marathon, typically you would 'hit the wall' shortly after you crossed the twenty-first mile marker. Marathon runners will load up on carbs on the days preceding their race, and the carbohydrates that a person eats are converted by the liver and muscles into glycogen for storage. Glycogen burns quickly to provide quick energy. Runners can store enough glycogen in their bodies for about 21 miles of running. Many runners report that running becomes noticeably more difficult at that point. When glycogen runs low, the body must then burn stored fat for energy, which doesn't burn as easily. When this happens, the runner will become exhausted, and it will become a daunting task to complete the last twenty percent of the race.
We have all heard of the eighty/twenty rule as it applies to sales. The eighty/twenty rule states that twenty percent of the people make eighty percent of the money. Why is that? I believe that it is because the last twenty percent of the work that we do that is the hardest, but also the most rewarding. When you are exercising it is the last few reps that give you the most muscle gain and it is the last few minutes of cardio when it seems that you can't go on that shred the fat off you at a rapid rate. But most people will never achieve an elite level of fitness even if they work out often, because once things get difficult they cave in to their desire to give up.
In sales the results of our efforts is no different. As human beings we don't like to push ourselves outside of our comfort zone, but that is what separates the champions from the masses. That is what will have you eating from the table of winners instead of begging for the crumbs that the 20% leave behind.
What we need to remember, is that what we are already probably doing eighty percent of the work right about eighty percent of the time. It's not like we need to create some type of superhuman effort to push past "the wall", we are almost there already. We just can't give up, you have to push yourself just a little bit harder, believe in yourself and your product just a little bit more, work just a little bit longer, practice a little bit longer, ask for the deal one more time, and if it feels like a struggle then maybe you are "hitting the wall". If you are "hitting the wall" it means you've almost made it, you're almost there, so don't give up just yet!
Endurance athletes and distance runners talk about 'hitting the wall'. If you were a well trained athlete running a marathon, typically you would 'hit the wall' shortly after you crossed the twenty-first mile marker. Marathon runners will load up on carbs on the days preceding their race, and the carbohydrates that a person eats are converted by the liver and muscles into glycogen for storage. Glycogen burns quickly to provide quick energy. Runners can store enough glycogen in their bodies for about 21 miles of running. Many runners report that running becomes noticeably more difficult at that point. When glycogen runs low, the body must then burn stored fat for energy, which doesn't burn as easily. When this happens, the runner will become exhausted, and it will become a daunting task to complete the last twenty percent of the race.
We have all heard of the eighty/twenty rule as it applies to sales. The eighty/twenty rule states that twenty percent of the people make eighty percent of the money. Why is that? I believe that it is because the last twenty percent of the work that we do that is the hardest, but also the most rewarding. When you are exercising it is the last few reps that give you the most muscle gain and it is the last few minutes of cardio when it seems that you can't go on that shred the fat off you at a rapid rate. But most people will never achieve an elite level of fitness even if they work out often, because once things get difficult they cave in to their desire to give up.
In sales the results of our efforts is no different. As human beings we don't like to push ourselves outside of our comfort zone, but that is what separates the champions from the masses. That is what will have you eating from the table of winners instead of begging for the crumbs that the 20% leave behind.
What we need to remember, is that what we are already probably doing eighty percent of the work right about eighty percent of the time. It's not like we need to create some type of superhuman effort to push past "the wall", we are almost there already. We just can't give up, you have to push yourself just a little bit harder, believe in yourself and your product just a little bit more, work just a little bit longer, practice a little bit longer, ask for the deal one more time, and if it feels like a struggle then maybe you are "hitting the wall". If you are "hitting the wall" it means you've almost made it, you're almost there, so don't give up just yet!
Monday, August 9, 2010
Broke Not Broken!
In today's economy, many Americans are suffering. A lot of us are broke, but today I want to discuss the difference between being broke, and broken. Being broke is a symptom that is caused by the decisions that we have made. Being broken is a disease that permeates our entire being. Often times I will ask people why they have chosen sales as a career. Without exception, the answer is always the unlimited earning potential, and the ability to 'write your own paycheck'.
Some of us always knew that we would choose sales as a career, but the vast majority of salespeople that I have met did not dream of being a sales pro when they were a kid. Most of them wanted to be firefighters, police, park rangers etc. just like everyone else. The reason they ended up in our industry was a desire to be able to be compensated based on their efforts.
So many of our fellow Americans don't have the ability to 'strap up their boots' and pull themselves out of the hole that they are in. They are being 'downsized', 'outsourced', 'let go', 'terminated', 'cut back' or any of the other euphemisms for being fired that Corporate America likes to use. And for those lucky enough to still have jobs, they are locked into an income bracket with no opportunity to increase their income other than the unlikely chance of getting a raise in today's tough economic climate. There is no job security in today's world, there is no loyalty amongst employers and their employees. Every day you hear stories of men and women who have worked for companies for 10, 20 even 30 years just to be let go with no warning and no back-up plan.
As a true sales professional you don't have to worry about this. The top salespeople at any company are never let go. It would be financial suicide for companies to fire the people that are driving the most revenue to their business. We also have the ability to turn our situation around at anytime. 'Broke' is a situation, and 'Broken' is a state of mind. As long as we don't allow ourselves to become 'Broken' and lose our will to win, today's bad situation can be turned into a learning experience that will help to build our careers.
Don't succumb to the negativity of your peers, don't cave in to negative or 'stinkin thinkin' that will turn you into a broken person with broken dreams. Each morning when you wake up rather than dwelling on your current situation, be thankful. Be thankful that you have a job when so many others don't, be thankful that your situation can change at any moment if you have the drive to succeed and the will to settle for nothing less. Be thankful for another day of this gift that we call life, be thankful for your family, and pretty soon you will be thankful for that huge paycheck that is sure to be waiting for you!
Some of us always knew that we would choose sales as a career, but the vast majority of salespeople that I have met did not dream of being a sales pro when they were a kid. Most of them wanted to be firefighters, police, park rangers etc. just like everyone else. The reason they ended up in our industry was a desire to be able to be compensated based on their efforts.
So many of our fellow Americans don't have the ability to 'strap up their boots' and pull themselves out of the hole that they are in. They are being 'downsized', 'outsourced', 'let go', 'terminated', 'cut back' or any of the other euphemisms for being fired that Corporate America likes to use. And for those lucky enough to still have jobs, they are locked into an income bracket with no opportunity to increase their income other than the unlikely chance of getting a raise in today's tough economic climate. There is no job security in today's world, there is no loyalty amongst employers and their employees. Every day you hear stories of men and women who have worked for companies for 10, 20 even 30 years just to be let go with no warning and no back-up plan.
As a true sales professional you don't have to worry about this. The top salespeople at any company are never let go. It would be financial suicide for companies to fire the people that are driving the most revenue to their business. We also have the ability to turn our situation around at anytime. 'Broke' is a situation, and 'Broken' is a state of mind. As long as we don't allow ourselves to become 'Broken' and lose our will to win, today's bad situation can be turned into a learning experience that will help to build our careers.
Don't succumb to the negativity of your peers, don't cave in to negative or 'stinkin thinkin' that will turn you into a broken person with broken dreams. Each morning when you wake up rather than dwelling on your current situation, be thankful. Be thankful that you have a job when so many others don't, be thankful that your situation can change at any moment if you have the drive to succeed and the will to settle for nothing less. Be thankful for another day of this gift that we call life, be thankful for your family, and pretty soon you will be thankful for that huge paycheck that is sure to be waiting for you!
Saturday, August 7, 2010
No Fear (Part 1 of a 3 part series)
"The only thing we have to fear, is fear itself"
-Franklin D. Roosevelt
President of the United States 1933-1945
There are three key areas to consider when considering the effects of fear on your life. The first is the physical short term effect, the second is in how fear effects your life in general and the third is the devastating effects of fear on your finances.
Fear is more than a simply a mental state. If effects the chemical balance of the brain as well. When people are afraid it generates stress. Stress can cause a complete inability to act & in extreme cases can even distort our views of time and distance.
Want a good example of this? Often when someone is involved in a serious car accident they will say, "It was like everything was in slow motion", or, "Everything was in black and white". What they are describing is the effect of stress generated by fear. Fear (and the stress generated by it) will raise blood pressure. Fear causes errors in judgment and prevents us from taking the most reasonable course of action. So when we are fearful of approaching a client, asking a tough question, or 'telling it like it is' we are actually defying logic, and going against everything that we have been taught, and that we know is right.
The long-term effect of fear can be more devastating than the short term. We are all what we practice to be. If you practice baseball every day you will become a good baseball player. If you practice carpentry every day you will become a good carpenter. If you practice being happy every day, you will become happy. If you practice your presentation every day you will have a dynamic presentation that will impress your clients & set you apart from the pack. Alternatively, if you practice fear every day, you will become a fearful and angry person. People often train themselves to perpetuate these negative behaviors. We have all heard the expression that 'We are what we think we are'. Well if we are fearful, and we think that we aren't good enough, or that things are not going to happen, those thoughts truly become self-fulfilling prophecies.
The final effect of fear that we will talk about today is the effect that it has on our finances. The biggest fear that all people (not just salespeople) face on a daily basis is the fear of loss. It is a reality in today's world that their are people in our country that are in dire financial circumstances and truly have to face the fear of losing their car or house. There are elderly people right now that fear losing their spouse, and being left alone. There are parents right now struggling to care for terminally ill children, and fearing every day that they may succumb to the illness and pass away.
When we think about it in those terms, it really helps to put things in perspective. What fears do we face on a daily basis as sales professionals? The biggest fear is the same as everyone else's "the fear of loss". But as salespeople our fear is completely irrational. As we discussed earlier fear causes errors in judgement and prevents us from taking the most reasonable course of action. Why did you come in to work today? Why did you pick sales as a career? If you are like me, was to give yourself the best chance to make money. To give yourself the best chance to make money, you can't be scared, you have to ask the tough questions and ask for the deal. And until that customer has purchased a car from you they are not truly your customer, but your prospect, so remember 'you can't lose what you don't have'.
So, the next time that you feel the cancer of fear creeping into your head, banish it from your mind. Feeding the fear won't give us anything, but it will threaten to take away everything from us!
-Adam Longaker
-Franklin D. Roosevelt
President of the United States 1933-1945
There are three key areas to consider when considering the effects of fear on your life. The first is the physical short term effect, the second is in how fear effects your life in general and the third is the devastating effects of fear on your finances.
Fear is more than a simply a mental state. If effects the chemical balance of the brain as well. When people are afraid it generates stress. Stress can cause a complete inability to act & in extreme cases can even distort our views of time and distance.
Want a good example of this? Often when someone is involved in a serious car accident they will say, "It was like everything was in slow motion", or, "Everything was in black and white". What they are describing is the effect of stress generated by fear. Fear (and the stress generated by it) will raise blood pressure. Fear causes errors in judgment and prevents us from taking the most reasonable course of action. So when we are fearful of approaching a client, asking a tough question, or 'telling it like it is' we are actually defying logic, and going against everything that we have been taught, and that we know is right.
The long-term effect of fear can be more devastating than the short term. We are all what we practice to be. If you practice baseball every day you will become a good baseball player. If you practice carpentry every day you will become a good carpenter. If you practice being happy every day, you will become happy. If you practice your presentation every day you will have a dynamic presentation that will impress your clients & set you apart from the pack. Alternatively, if you practice fear every day, you will become a fearful and angry person. People often train themselves to perpetuate these negative behaviors. We have all heard the expression that 'We are what we think we are'. Well if we are fearful, and we think that we aren't good enough, or that things are not going to happen, those thoughts truly become self-fulfilling prophecies.
The final effect of fear that we will talk about today is the effect that it has on our finances. The biggest fear that all people (not just salespeople) face on a daily basis is the fear of loss. It is a reality in today's world that their are people in our country that are in dire financial circumstances and truly have to face the fear of losing their car or house. There are elderly people right now that fear losing their spouse, and being left alone. There are parents right now struggling to care for terminally ill children, and fearing every day that they may succumb to the illness and pass away.
When we think about it in those terms, it really helps to put things in perspective. What fears do we face on a daily basis as sales professionals? The biggest fear is the same as everyone else's "the fear of loss". But as salespeople our fear is completely irrational. As we discussed earlier fear causes errors in judgement and prevents us from taking the most reasonable course of action. Why did you come in to work today? Why did you pick sales as a career? If you are like me, was to give yourself the best chance to make money. To give yourself the best chance to make money, you can't be scared, you have to ask the tough questions and ask for the deal. And until that customer has purchased a car from you they are not truly your customer, but your prospect, so remember 'you can't lose what you don't have'.
So, the next time that you feel the cancer of fear creeping into your head, banish it from your mind. Feeding the fear won't give us anything, but it will threaten to take away everything from us!
-Adam Longaker
Friday, August 6, 2010
The nice guy alway finishes last & The good guys always win!
Have you ever heard these expressions?
Of course you have. We have all heard these expressions numerous times throughout our lives. What most people don't know is that these statements don't have a hint of truth in them, they ARE the truth. Why do I say that? Someone who is nice will tell you what you WANT to hear and someone who is good will tell you what you NEED to hear. Ninety-Nine percent of the time 'nice' people are actually manipulative people. What their 'niceness' really is is just a false expression of kindness that comes from their fear of the fact that you won't like or respect them. Being good doesn't mean being cruel or unkind, but a good person will tell you how it is and do so with grace. A 'nice' person won't tell you anything that they fear might upset you.
Here is something else that you probably already know. The automotive business is full of 'nice' salesmen that are completely broke and can't support their families. I don't call that nice. However, there are those few rare gems, the good salespeople that are still making money even in today's current economy. How do they do it?
A good salesperson is strong. A 'nice' salesperson is weak. A good salesperson thoroughly qualifies their customer before showing them any vehicles, so that he can professionally help them select the vehicle that best suits their needs and financial situation. A 'nice' salesman shows the customer the car they want, only to find out they can't qualify for it and later on has to crush their dream and embarrass them. A good salesperson asks the tough questions. A 'nice' salesperson will wonder if their customer is going to come back one day to buy the vehicle. A good salesperson gives a dynamic presentation of the vehicle. A nice salesperson follows the customer around the lot answering their questions. A good salesperson delivers bad news in a timely fashion. A 'nice' salesperson lets his customers wait by the phone while he summons the courage to let them know they didn't qualify for financing. A good salesperson feels good about the profits that he charges the customer, because he knows that the level of service that he has and will continue to provide is worth what he is charging. The 'nice' salesperson feels guilty about what they are charging, because they gave the customer what they wanted and no professional advice on what they may need.
Do you see the trend here? I won't always be nice, but I always strive to be good. A good person will help others, a nice person will want to help others. You can't help anybody by only telling them what they want to hear. We all know that quite often we get customers that come in on way more car than they qualify for. A nice salesperson will show them what they want to see. Of course, when Mr. Customer drives this amazing vehicle that he couldn't possibly afford, he is going to fall in love with it. When he sits down at the desk to work out a deal on the car, that of course he is going to want, reality will set in. He will realize that he can't afford the car and he will be embarrassed. But he probably won't tell you that. He will tell you he needs to think about it or any of the other numerous 'false objections' that we have heard a million times. So by showing the customer what he wanted to see, the nice salesperson actually created an embarrassing situation for the prospect that will now go down the road to buy the car that he actually qualifies for. The good salesperson would have done a 'needs analysis' with the customer before showing him a vehicle and allowed the customer to 'save face' by being shown vehicles that best fit his current financial situation.
Sometimes you will receive resistance to being 'good'. The prospect will not always cooperate with you right away, but if you know in your heart that you are putting your prospects' interest first it will show. Remember, today's customer is more educated than ever before and they can see through false expressions of kindness or 'niceness'.
Today you are experiencing your life exactly the way you have chosen to. That means you can change your experience right now! Toughen up, stop being so darn nice. Stop letting your prospects push you around. Start helping your customers find the vehicle that best suits their needs. You have created your own reality, so act like it. I challenge you to strive to be good. To be good to yourself. To be good to your family. To be good to your clients.
Remember, 'nice' guys always finish last and the good guys always win!
Of course you have. We have all heard these expressions numerous times throughout our lives. What most people don't know is that these statements don't have a hint of truth in them, they ARE the truth. Why do I say that? Someone who is nice will tell you what you WANT to hear and someone who is good will tell you what you NEED to hear. Ninety-Nine percent of the time 'nice' people are actually manipulative people. What their 'niceness' really is is just a false expression of kindness that comes from their fear of the fact that you won't like or respect them. Being good doesn't mean being cruel or unkind, but a good person will tell you how it is and do so with grace. A 'nice' person won't tell you anything that they fear might upset you.
Here is something else that you probably already know. The automotive business is full of 'nice' salesmen that are completely broke and can't support their families. I don't call that nice. However, there are those few rare gems, the good salespeople that are still making money even in today's current economy. How do they do it?
A good salesperson is strong. A 'nice' salesperson is weak. A good salesperson thoroughly qualifies their customer before showing them any vehicles, so that he can professionally help them select the vehicle that best suits their needs and financial situation. A 'nice' salesman shows the customer the car they want, only to find out they can't qualify for it and later on has to crush their dream and embarrass them. A good salesperson asks the tough questions. A 'nice' salesperson will wonder if their customer is going to come back one day to buy the vehicle. A good salesperson gives a dynamic presentation of the vehicle. A nice salesperson follows the customer around the lot answering their questions. A good salesperson delivers bad news in a timely fashion. A 'nice' salesperson lets his customers wait by the phone while he summons the courage to let them know they didn't qualify for financing. A good salesperson feels good about the profits that he charges the customer, because he knows that the level of service that he has and will continue to provide is worth what he is charging. The 'nice' salesperson feels guilty about what they are charging, because they gave the customer what they wanted and no professional advice on what they may need.
Do you see the trend here? I won't always be nice, but I always strive to be good. A good person will help others, a nice person will want to help others. You can't help anybody by only telling them what they want to hear. We all know that quite often we get customers that come in on way more car than they qualify for. A nice salesperson will show them what they want to see. Of course, when Mr. Customer drives this amazing vehicle that he couldn't possibly afford, he is going to fall in love with it. When he sits down at the desk to work out a deal on the car, that of course he is going to want, reality will set in. He will realize that he can't afford the car and he will be embarrassed. But he probably won't tell you that. He will tell you he needs to think about it or any of the other numerous 'false objections' that we have heard a million times. So by showing the customer what he wanted to see, the nice salesperson actually created an embarrassing situation for the prospect that will now go down the road to buy the car that he actually qualifies for. The good salesperson would have done a 'needs analysis' with the customer before showing him a vehicle and allowed the customer to 'save face' by being shown vehicles that best fit his current financial situation.
Sometimes you will receive resistance to being 'good'. The prospect will not always cooperate with you right away, but if you know in your heart that you are putting your prospects' interest first it will show. Remember, today's customer is more educated than ever before and they can see through false expressions of kindness or 'niceness'.
Today you are experiencing your life exactly the way you have chosen to. That means you can change your experience right now! Toughen up, stop being so darn nice. Stop letting your prospects push you around. Start helping your customers find the vehicle that best suits their needs. You have created your own reality, so act like it. I challenge you to strive to be good. To be good to yourself. To be good to your family. To be good to your clients.
Remember, 'nice' guys always finish last and the good guys always win!
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