Work with confidence; grow by suspicion
Coming home from work the other night, I found my 11 year old son sitting on the couch engulfing a Rice Krispie Treat while watching wrestling. When I asked him if he’d finished his math homework, he proudly grinned and emphatically nodded a “Yes-” unable to talk because half of the treat was stuffed in his mouth. I then asked him if he’d remembered to go back over his work to catch any mistakes he may have made the first time around; not wanting me to catch him in a lie, he conceded and went into the office to double check his work. In only a few short minutes, Evan returned with his math worksheet in hand and proudly presented it to me by saying, “Done!” “Are you sure?” I asked. He went on to say that it was easy because he knew it all.
When I checked his work, I discovered that half of his answers were wrong-most of which were silly, mental errors.
With his paper murdered in X’s, I handed his homework back to him saying, “I guess you don’t know it all, huh?” Then I offered Evan this advice, "Do your work as if it’s all right; analyze your work as if it’s all wrong," meaning that you should perform a task with confidence, but check your finished work with suspicion.
When working with a customer-albeit it asking questions, presenting a vehicle, negotiating, or following up with sold and unsold customer, you must work with confidence in order to be influential. If your customer doesn’t feel you are confident in what you are saying and/or demonstrating, you are less likely in being influential in making the sale (if you do, it’ll likely be a mini). But when it’s all said and done-sale or no sale, go back over your work suspiciously combing through the details of your last deal. With this mindset, you’ll quickly be able to spot key areas of improvement while it’s still fresh in your mind; for instance, maybe you greeted your customers wrong, maybe you found that you were asking limiting questions instead of optimistic ones; maybe you did a poor product presentation; your body language changed when they said, “No;” or you didn’t handle their objections the right way. The only reason why Know-it-all’s go over their work (if at all) is to mentally justify that they’re right and reason that everyone else- the factory, manager, and the customers, are all wrong. Learn-it-all’s on the other hand, seek to gain experiential knowledge by digging to discover their flaws and allow mentors to coach them on how to do it better next time.
Every one of your deals can be improved in some way, but you must have the right mindset. Today, work with confidence, but get better with suspicion.
I’ll see you next time on the Blacktop.
The Cure For Sickness
The human spirit can endure a sick body, but who can bear a crushed spirit?” (Proverbs 18:14)
Circumstances are the sicknesses of life. Some of your people are suffering sicknesses that are a result of poor choices; others are experiencing sicknesses that were of no fault of their own.
Many come into the sales profession with no cards left to play-crushed in spirit, they’re relationally broken, financially battered, & their self esteem badly bruised. They’re not only sick, but sick of it.
As a leader, your role is to renew and protect their spirit. When they don’t feel valued, you must remind them that they’re priceless; when it seems the whole world has walked out, you have to show them hope by standing in; and when the decisions they make today seem meaningless, teach them that those decisions will bear significance in the tomorrow’s ahead.
When life’s prognosis is deterrence, derailment, and detrement, the right spirit heads the cure.
Life may create a mess, but the spirit can clean it up.
Your Golden Rule Is Bass Ackwards
The Golden Rule says that you should “treat others the way that you would want to be treated.”
If that’s the “rule” to ultimate success, why are you treating others the way that they treat you?
When a customer acts rude, is being blunt, or is inconsiderate in allowing you the time to do your job properly, do you mirror their bad behavior? Customers act out because they are sick of being lied to, tired of the empty promises, & terrified of making yet another mistake of buying a vehicle that they will hate 6 months later.
They’re not resentful of you- they don’t know you, they’re resentful of the past and how you act will either confirm their negative feelings or cancel those perceptions with renewed hope and trust.
So it says, “Treat others the way that you would want to be treated.”
Would you treat yourself the same way you just did with that customer?If your effort is backwards, so too will be your results. I’ll see you on the blacktop!