By Marsh Buice
Maintaining a positive outlook is the hallmark of good professionals but when their outlook and expectations start to falter they lose their focus. Here are ten reasons why sales people might lose their edge.
1. You have no sense of urgency.
If tomorrows always come, what use is today? There are no tomorrows in the car business. Once your customers leave, you must believe they will never come back. You have one shot to earn their business; your customers may have seen other shows, but they haven’t seen yours. Give them a memorable show capped with a “fear of loss,” suspenseful ending. If they don’t feel they’ll miss out, they will move on.
2. You aren’t catching enough Ups.
Not catching enough Ups leaves you with no margin for error in your month; to reach your monthly goal of delivered customers, you will need at least 3x as many Ups. P.S. when this plan doesn’t work, grab even more Ups—sounds crazy, but the numbers will always turn back in your favor, if you faint not.
3. You are the Dear Abby.
You are an expert in giving advice yet heed none of it. The best advice you can give another salesperson is to lead by example. Sweep around your own front door before you sweep around mine.
4. You are educating and not motivating.
Your customers are not interested in your expert opinion of why there is no chance of their idealistic plan of buying a vehicle working. Instead, discover your customer’s transportation dilemma and then motivate them by showing how your product will solve their problem. Your customers have plenty of Why Not’s–give them a reason Why.
5. Your customers don’t like you.
There are no kiosks out on the blacktop; if stats and facts sold cars, you and I would be stocking shelves somewhere. Become interesting by being interested [in your customers.] Get your customers to open up by learning how to L.O.V.E. them. Discover your customer’s Likes, Occupation, Values (i.e. civic groups), and Endorsements (their friends who are your sold customers are killer 3rd party endorsements). Customers don’t have to like your profession, but they’ve got to love you. Customers buy you as much as they buy the product you represent.