Lead Dog Or The View Is The Same
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Unless You are the lead dog, the view is the same.
Are you the Lead dog? If not, Why Not?
I never figured out what the secret sauce was that made one sales person sell 20 plus units a month while others accept 8 or 10. I watched as every sales person brought their own personal baggage into the process. Some with a fear of failure to the point they had to be #1, or you had to put them on suicide watch. Others with a fear of success that caused them to come to an abrupt halt before they got the chance to howl at the moon. You know this salesperson. They have a monthly number they are comfortable selling and By God that will always be the number. If they sell that number in the first two weeks of the month, you might as well send them home. They are not going to sell another car the rest of the month.
For years I thought this was an acceptance problem. You get what you expect. So how do you change the acceptance level of a salesperson? Once I took a salesperson on to force him to the next level. Convinced that once he felt what it was like to be number one and howl at the moon, he would never go back and accept his old comfort level again. I personally covered him up with the daily workload and forced him to move up. After he hit his old comfort number it took a 2X4 to keep him moving and by the end of the month I hurt us both so bad - I surrendered. I promised him I would leave him alone so he could avoid the therapy bills.
Acceptance comes into play but it is not the dominant factor.
So How?
Ask the Question "Why Not You"?
What talent or circumstance do you think the number one salesperson has that you don't? This is not brain surgery, so massive intelligence does not come into play. Thank God good looks don't come into play, or many of us would be in big trouble. So what is so unique about Number One? If they can do it - SO CAN YOU!
Quit Counting - Quit Thinking - Quit Quiting
Like the old expression "Don't count your chips until the game is over". The same can apply to selling. Once you count the chips a conclusion develops, and the baggage can kick in. This means at times your mind will be your worst enemy.
It is the Effort that Moves Results
This is the old - Enjoy the Journey argument. Take yourself and your baggage out of the entire sales process and focus on the effort. No predetermined outcomes, No projections, just a great effort and then get validated or rejected.
First, make your daily math work. That starts with getting in front of three customers a day. 75 customers a month will give any salesperson a good chance at 20 plus units a month and a six-figure income.
Once in front of a customer, it is Show Time. Customers don't buy a car every year so this is a unique and fun time for them. They spent the thirty hours on the internet before they arrived at the store, so make sure you are a better experience than the internet. Energy level up. Check your attitude of excitement, your attitude of urgency and take your customer on this wonderful, emotional, fun ride of buying a new car.
Just Earn It - Ask for It and let us see where this lands. You might surprise yourself and become the Lead Dog. Hey, why not you?
