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!
Which Are You?
When business is slow, are you a thermometer or thermostat?
Thermometers react by adjusting to their surroundings whereas thermostats cause their surroundings to adjust to their desired settings.
If you wait for the business to come to you, your mental thermometer will adjust to negative thoughts of fear, doubt, & resentment. And once a customer does show up, you’re in such a negative state of mind that you’ll find reasons why you don’t have a deal- asking questions such as what they owe on their vehicle, what’s their credit score, or what they want to pay per month, rather than finding the motivations of why they should stay and buy from you.
Set your thermostat by talking only about prospects that could potentially be deals, walking your inventory, mentally negotiating, presenting vehicles, and overcoming specific objections, following up with sold and unsold customers, and inundating your mind with positive information (I call it Cheer-me-oh’s)
Set your standards so high- your appearance, enthusiasm, energy level, expectations, knowledge, and professionalism, that when a customer does come into your presence, their mercury rises from a level of “just looking” to a level of “just bought.”
Set it, don’t forget it.
I’ll see you next time on the blacktop.