When I look in the mirror!
There are morning that I scare myself!
What do you see?
Friday, June 29, 2012
Hammock and Winning Lotto Ticket
We started off with a smile, lets end with a smile!
You gotta play to win, are you playing at work to win?
Thursday, June 28, 2012
Wednesday, June 27, 2012
No Excuse Rule
You make decisions every day that determine your results!
Use the "No Excuse Rule for the week
and see what changes...
Tuesday, June 26, 2012
Monday, June 25, 2012
Friday, June 22, 2012
Be Stronger Than That Negative
You have the ability to think.
Find the positive elements that exist from every situation, and deliberately turn every negative into a positive.
You must believe that you have that ability.
Do you care if someone believes you may be weak.
Truth is that it takes a stronger mind to view everything in a positive light, to ignore the negatives and just move forward.
You be stronger!
Find the positive elements that exist from every situation, and deliberately turn every negative into a positive.
You must believe that you have that ability.
Do you care if someone believes you may be weak.
Truth is that it takes a stronger mind to view everything in a positive light, to ignore the negatives and just move forward.
You be stronger!
Thursday, June 21, 2012
Salesperson Vs Sales Professional
The essential difference between a salesperson and a Sales Professional is attitude:
A Sales Professional has the attitude of "How can I help someone today?".
A Salesperson says, "I gotta sell something to someone today".
*Their mental attitude is completely different
A Sales Professional is people-centered.
A Salesperson is self-centered.
A Sales Professional is focused on heloing customers solve a problem or issue.
A Salesperson is concerned only with closing the sale.
A Sales Professional qualifies their customers thouroughly and effectively.
A Salesperson jumps to a product demonstration as quiclky as possible.
A Sales Professional demonstrates enthusiasm and excitement about his product.
A Salesperson gives the same canned presentation over and over again.
A Sales Professional is genuinely interested in other people.
A Salesperson care primarily about themselves.
A Sales Professional works at cultivation relationships with their client.
A Salesperson just wants to get through that sale and get the next one.
A Sales Professional generates a high level of sales and income.
A Salesperson struggles to reach their sales targets every month.
A Sales Professional earns his customers respect and develops a large customer base.
A Salesperson looks at each person as a one-time sale.
A Sales Professional leaves their personal problems at home.
A Salesperson drags their problems along with them every day.
A Sales Professional gives the customer plenty of time to talk.
A Salesperson does most of the talking.
A Sales Professional has the attitude of "How can I help someone today?".
A Salesperson says, "I gotta sell something to someone today".
*Their mental attitude is completely different
A Sales Professional is people-centered.
A Salesperson is self-centered.
A Sales Professional is focused on heloing customers solve a problem or issue.
A Salesperson is concerned only with closing the sale.
A Sales Professional qualifies their customers thouroughly and effectively.
A Salesperson jumps to a product demonstration as quiclky as possible.
A Sales Professional demonstrates enthusiasm and excitement about his product.
A Salesperson gives the same canned presentation over and over again.
A Sales Professional is genuinely interested in other people.
A Salesperson care primarily about themselves.
A Sales Professional works at cultivation relationships with their client.
A Salesperson just wants to get through that sale and get the next one.
A Sales Professional generates a high level of sales and income.
A Salesperson struggles to reach their sales targets every month.
A Sales Professional earns his customers respect and develops a large customer base.
A Salesperson looks at each person as a one-time sale.
A Sales Professional leaves their personal problems at home.
A Salesperson drags their problems along with them every day.
A Sales Professional gives the customer plenty of time to talk.
A Salesperson does most of the talking.
Talking to yourself
Do you talk to yourself?
Do you ask yourself why?
Like why did I do that?
Its ok to talk to yourself but watch out-if your berating, chastising or criticizing yourself.
You will begin to belive what ever the message your telling yourself.
I know I do a great job every day and sometimes things are going to happen.
Remember:
Do you ask yourself why?
Like why did I do that?
Its ok to talk to yourself but watch out-if your berating, chastising or criticizing yourself.
You will begin to belive what ever the message your telling yourself.
I know I do a great job every day and sometimes things are going to happen.
Remember:
Some will, Some won't
Some do, Some don't
So what, Who's Next
Affirmations
Affirmations are statements that we repeat to ourselves frequently. Although many people are familar with this concept, few actually use it on a regular basis.
They must be personal such as "I am a successful Consultant".
They must be in the present tense.
They must be positive (don't use negative words or sayings).
They must be personal such as "I am a successful Consultant".
They must be in the present tense.
They must be positive (don't use negative words or sayings).
Wednesday, June 20, 2012
Confidence Plus
Taking control of the circumstances and situations around you will develop your self-confidence. When you consider the amount of rejection that many salespeople encounter, the fact that many salespeople lack self-confidence is not surprising.
Top-Performing people in any industry typically possess a high level of self-confidence. They many not necessarily have possessed this confidence all their lives.
Top-Performing people in any industry typically possess a high level of self-confidence. They many not necessarily have possessed this confidence all their lives.
Tuesday, June 19, 2012
What is mental baggage?
Mental Baggage
Mental baggage is a collection of all the situations we have experienced or encountered during your lifetime. We carry this baggage around in our heads and draw from it when appropriate situations present themselves.
It influences us in everything we do, both in our business and personal lives.
Mental baggage is a collection of all the situations we have experienced or encountered during your lifetime. We carry this baggage around in our heads and draw from it when appropriate situations present themselves.
It influences us in everything we do, both in our business and personal lives.
Monday, June 18, 2012
Make a huge difference
"Attitude is a little thing that makes a huge difference"
It has been said that attitude determines altitude. Your personal attitude will definitely determine the level of success you attain more than any other factor. Without the right attitude you will be deterred by the smallest obstacles and will give up long before you reach the level of success you deserve.
It has been said that attitude determines altitude. Your personal attitude will definitely determine the level of success you attain more than any other factor. Without the right attitude you will be deterred by the smallest obstacles and will give up long before you reach the level of success you deserve.
Friday, June 15, 2012
Determining Return on Investment
Key elements to measure for an effective measure of Return on Investment:
Broken down by lead provider-
-Leads (opportunities)
-Deliveries
-Sales (Front end) Gross Generated
-Finance (Back end) Gross Generated
-Total Gross
-Cost for Provider (either by lead/or set fee)
-Return on Investment
*Total Gross minus Cost equals Return On Investment.
Broken down by lead provider-
-Leads (opportunities)
-Deliveries
-Sales (Front end) Gross Generated
-Finance (Back end) Gross Generated
-Total Gross
-Cost for Provider (either by lead/or set fee)
-Return on Investment
*Total Gross minus Cost equals Return On Investment.
Thursday, June 14, 2012
Measuring Return on Investment
What are the key elements that you should measure to ensure your success?
-Number of Opportunities
-Number of Appointments Made
-Number of Appointments Kept
-Number of Deliveries
-Gross Produced
Translate all numbers to Percentages, and monitor monthly.
Contact me and I will send you an example.
-Number of Opportunities
-Number of Appointments Made
-Number of Appointments Kept
-Number of Deliveries
-Gross Produced
Translate all numbers to Percentages, and monitor monthly.
Contact me and I will send you an example.
Wednesday, June 13, 2012
Car dealers and Internet
Here are a couple observations from a recent workshop covering Internet Basics:
Myth: No phone number equals bad lead.
Truth: We sell cars to people that do not give you their number every day. If they want to talk to you they will call you.
*Give them a reason to call, answer their questions first.
Myth: Don't want to give them price on the car they requested.
Truth: Many of the customers that send in a request do not buy the vehicle they requested the information on in the first place.
*Send them the information/pricing on the vehicle they ask for and at least 2 additional vehicles. Give them a reason to keep you on their list, not a reason to eliminate you.
Myth: We had a great month because we sold a lot of cars.
Truth: We sold a lot of cars because of the number of Opportunities we had, not because we did a great job with our follow up.
*Measure the percentage of sold for a close rate. There are months the natural internet traffic may be twice as much as other months. So don't believe that because we sold a lot that we did a better job.
Myth: No phone number equals bad lead.
Truth: We sell cars to people that do not give you their number every day. If they want to talk to you they will call you.
*Give them a reason to call, answer their questions first.
Myth: Don't want to give them price on the car they requested.
Truth: Many of the customers that send in a request do not buy the vehicle they requested the information on in the first place.
*Send them the information/pricing on the vehicle they ask for and at least 2 additional vehicles. Give them a reason to keep you on their list, not a reason to eliminate you.
Myth: We had a great month because we sold a lot of cars.
Truth: We sold a lot of cars because of the number of Opportunities we had, not because we did a great job with our follow up.
*Measure the percentage of sold for a close rate. There are months the natural internet traffic may be twice as much as other months. So don't believe that because we sold a lot that we did a better job.
Tuesday, June 12, 2012
Action Planning
Do you use Action Planning for your business and home? Think about it, what goals to you have at home, and what steps are you taking to meet those goals. If you have been in sales as long as most of us reading this blog, it is an easy transition.
1. Where am I now?
2. Where do I want to be? -Your goal
3. What am I willing to do to get there? -What steps?
4. Who else knows? -Accountability
1. Where am I now?
2. Where do I want to be? -Your goal
3. What am I willing to do to get there? -What steps?
4. Who else knows? -Accountability
Monday, June 11, 2012
Friday, June 8, 2012
Thursday, June 7, 2012
John Wooden on Hard Work
I must have the drive to develop my abilities and become the best I can be so that I"ll be prepared, perhaps my chance will come.
But if I'm not primed, I'll miss my opportunity, and it isn't likely to come again.
I have to think as if I'm going to get one shot, so I must be ready.
But if I'm not primed, I'll miss my opportunity, and it isn't likely to come again.
I have to think as if I'm going to get one shot, so I must be ready.
Wednesday, June 6, 2012
John Wooden on The Rewards of Hard Work
There is no substitute for work. Worthwhile results come from hard work and careful planning.
Tuesday, June 5, 2012
Monday, June 4, 2012
John Wooden on Being a True Leader
A leader's most powerful ally is his or her own example.
I'm convinced that reguardless of the task, leaders must be enthusiastic and really enjoy what they are doing if they expect those under their supervision to work near their respective levels of competency. With few exceptions, an unenthusiastic leader will keep those under his or her charge from achieving their collective best.
I'm convinced that reguardless of the task, leaders must be enthusiastic and really enjoy what they are doing if they expect those under their supervision to work near their respective levels of competency. With few exceptions, an unenthusiastic leader will keep those under his or her charge from achieving their collective best.
Which Wing on an Airplane is most Important? (3 of 3)
Total 'customer-focused' business strategies
Every customer touch point has to have the customers intrest in mind. Starting with developing customer focused business strategies (also known as the step we most want to avoid, because it's all about planning). Who has the time and patience for planning?
Any store that wants to be successful, that's who.
The object of planning customer focused business strategies is to find win-win opportunities with customers. Do more that benefits them so, they'll do more that benefits us, like buy more from us an stay with us. The "customer relationship development" planning approach is relatively simple. Put yourself in your customers' shoes. See through their eyes. Discover what at they want and how they wish to be treated. Even anticipate what they don't want yet, but will. And when you've done that,
you'll be ready to identify the best mutual opportunities for your customers and your dealership. Then, you can prioritize these opportunities, pick the best and put them into play. Obviously, there's a little more to it than that, but thats the gist of it.
You always have to be looking for improvements in the way you do business. Your store must become customer focused, professional and do the little extraordinary tings that the ordinary dealerships are not willing to do. Remember, you want to develop
loyal customers not just satisfied customers. A loyal customer deserves all the elements that go into a wife/husband relationship, like remembering special occasions, respect, good communications, notes, cards, phone calls, listening, caring, gifts of perceived value, etc. A satisfied customer remains satisfied-for around 90-120 days, then as the invoices keep coming in they may become dissatisfied if they are not shown continued appreciation from the dealership. So, regularly love on them by staying in touch to maintain the development of this important relationship.
Solid: and: consistently maintained processes.
In orderfor a store to grow, it must have a top down approach to adhering to solid process skills before they can grow their people or the store. And, this applies not only to sales but service, parts and administration.
Taken from 18 Dealer May 2012 Dealer-magazine.com Chuck Barker
Every customer touch point has to have the customers intrest in mind. Starting with developing customer focused business strategies (also known as the step we most want to avoid, because it's all about planning). Who has the time and patience for planning?
Any store that wants to be successful, that's who.
The object of planning customer focused business strategies is to find win-win opportunities with customers. Do more that benefits them so, they'll do more that benefits us, like buy more from us an stay with us. The "customer relationship development" planning approach is relatively simple. Put yourself in your customers' shoes. See through their eyes. Discover what at they want and how they wish to be treated. Even anticipate what they don't want yet, but will. And when you've done that,
you'll be ready to identify the best mutual opportunities for your customers and your dealership. Then, you can prioritize these opportunities, pick the best and put them into play. Obviously, there's a little more to it than that, but thats the gist of it.
You always have to be looking for improvements in the way you do business. Your store must become customer focused, professional and do the little extraordinary tings that the ordinary dealerships are not willing to do. Remember, you want to develop
loyal customers not just satisfied customers. A loyal customer deserves all the elements that go into a wife/husband relationship, like remembering special occasions, respect, good communications, notes, cards, phone calls, listening, caring, gifts of perceived value, etc. A satisfied customer remains satisfied-for around 90-120 days, then as the invoices keep coming in they may become dissatisfied if they are not shown continued appreciation from the dealership. So, regularly love on them by staying in touch to maintain the development of this important relationship.
Solid: and: consistently maintained processes.
In orderfor a store to grow, it must have a top down approach to adhering to solid process skills before they can grow their people or the store. And, this applies not only to sales but service, parts and administration.
Taken from 18 Dealer May 2012 Dealer-magazine.com Chuck Barker
Friday, June 1, 2012
Which Wing on an Airplane is most Important (2 of 3)
Engaged employees
Most organizations are still struggling with this challenge -70% of U.S. employees are not engaged at work, as measured by various surveys of employee engagement. These surveys also have clearly proven that a more engaged employee is also a more poductive employee. The research proved that a more engaged employee is also a more profitable employee and a more customer-focused employee,a more motivated and safer employee and an employee who is more likely to withstand temptations to jump ship.
Many of us have long suspected this connection' between an employee's level of engagement and the level and quality of his or her performance. This research laid that matter to rest. Engaged employees reject intimidation and manipulation, and want to be recognized as an important integral part in these changing high flying times. We must get them involved and make them a part of the design and planning for the growth of the dealership. This way they have a sense of ownership of the plan instead of just being told what to do. We want our employees coming to work with their hearts and not just their hands. When they love coming to work it no longer is work, it becomes their passion for success.
Taken from 18 Dealer May 2012 Dealer-magazine.com
Most organizations are still struggling with this challenge -70% of U.S. employees are not engaged at work, as measured by various surveys of employee engagement. These surveys also have clearly proven that a more engaged employee is also a more poductive employee. The research proved that a more engaged employee is also a more profitable employee and a more customer-focused employee,a more motivated and safer employee and an employee who is more likely to withstand temptations to jump ship.
Many of us have long suspected this connection' between an employee's level of engagement and the level and quality of his or her performance. This research laid that matter to rest. Engaged employees reject intimidation and manipulation, and want to be recognized as an important integral part in these changing high flying times. We must get them involved and make them a part of the design and planning for the growth of the dealership. This way they have a sense of ownership of the plan instead of just being told what to do. We want our employees coming to work with their hearts and not just their hands. When they love coming to work it no longer is work, it becomes their passion for success.
Taken from 18 Dealer May 2012 Dealer-magazine.com
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