Feel good about you? by Bob Morey
Do you feel good about yourself? If you don’t, then stop trying to sell cars until you do. You’re wasting your time, pilfering money from your dealership, hindering people from making important life decisions about owning a newer vehicle, and becoming more dependent on others if you can’t convince yourself and others of your value to the process of selling a vehicle.
Watch a salesperson approach a prospect for the first time. You can often tell whether a vehicle will be sold; and where it will be sold. If the salesperson is genuinely smiling, has his shoulders back, holds his head up and puts a spring in his step, he’ll likely sell a car at his dealership. If he hesitates on approach to the prospect, has his eyes to the ground, lets his shoulders slump and has an un-pleasant expression on his face, the sale likely goes to the next stop the prospect makes.
When we believe in ourselves, we make others believers too. If we doubt ourselves, we plant concerns in the minds of the people we are trying to win over.
How confident would you be if the dentist you’ve visited for the first time didn’t smile when he greeted you? What if his eyes averted yours when you tried to explain why you were there? What if he said that he didn’t know how much of the root-canal charges were covered by insurance or how much you’d have to pay him after he finished the job? What if he told you that he didn’t have what you needed right now, but would call you when it came in? Would you wait for his call, tooth aching, or start looking for another dentist? What if he had bad breath??
Not the same thing? Sure it is. A majority of people will tell you they would rather have root-canal than go car buying. They’re faced with confiding to you (a complete stranger) their personal and sensitive formation, to see whether they should decide on the purchase of the most or 2nd most expensive item they’ll ever buy. They’re in front of you looking for information (and sometimes a reason to be somewhere else). If you don’t feel good about yourself, how will they feel about you? They will go elsewhere.
So you say: I’m ok; I feel great! And maybe you do. But do you project it? Are you so in control of your life that others want to be around you? Do other people look to you for advice, recognizing that you’re special? Are you the positive force others want to tap into? Do you feel so good, and project it, that others feel good just being around you? Not that good? Why not?
When we visit with "accepted" professionals such as doctors or lawyers, what value do we put in them and why? They have specialized knowledge - so do we. They give us vital information that can help influence our important decisions - so do we. They are recognized as holding positions of authority - we engage in activities that may change people for the rest of their lives!
Furthermore, every time we deliver a new vehicle, hundreds of people get to keep their auto-industry related jobs. We are pros. What is your value to the person in front of you who hopes to buy a vehicle? If it’s apparent to him you are a positive force who will help him travel through a foreign process while giving him assurances to justify and validate his hopes, he’ll see you as a professional.
On the other hand, if the way you act and what you say is a replay of his last experience with a car salesman, you have no value to him - you’re just another carsalesman.
So, in order to be seen as valuable by prospective buyers, you must bring value to the table. Unless you see value in yourself, you’ll bring no value. It’s that simple.
Start building your "VALUE ARSENAL". Evaluate and repair your personal life if need be…health/ surroundings/ security / finances / love-life & family / friends / education / life goals. (In that order).Practice communicating beyond the average: confidence…approach…posture…expression…vocabulary…humor…positive demeanor. Expand listening skills. Learn human nature. See other’s signs:"I’m important"… learn four comfort zones. Distinguish fears vs. needs. Be aware of egos. Expand own attention span…
"People act either because of an expectation of gain or a fear of loss". Improve selling / negotiating skills…fact-finding expertise…listening skills…value vs. cost…analogical persuasion…earn trust…give to get. Activity breeds activity.
Knowledge of process and product…be the authority… anticipate change… know of future trends…have valid answers ready; know questions and concerns before encountered…anticipate failure, expect success…people buy for their reasons, not yours.
A Morey selling basic
People buy for their reasons, not ours! Your job is that of a detective more than as a salesperson. You must find out the customer’s motivation for coming into your place of business by asking “Fact-Finding” questions.
Watch a salesperson approach a prospect for the first time. You can often tell whether a vehicle will be sold; and where it will be sold. If the salesperson is genuinely smiling, has his shoulders back, holds his head up and puts a spring in his step, he’ll likely sell a car at his dealership. If he hesitates on approach to the prospect, has his eyes to the ground, lets his shoulders slump and has an un-pleasant expression on his face, the sale likely goes to the next stop the prospect makes.
When we believe in ourselves, we make others believers too. If we doubt ourselves, we plant concerns in the minds of the people we are trying to win over.
How confident would you be if the dentist you’ve visited for the first time didn’t smile when he greeted you? What if his eyes averted yours when you tried to explain why you were there? What if he said that he didn’t know how much of the root-canal charges were covered by insurance or how much you’d have to pay him after he finished the job? What if he told you that he didn’t have what you needed right now, but would call you when it came in? Would you wait for his call, tooth aching, or start looking for another dentist? What if he had bad breath??
Not the same thing? Sure it is. A majority of people will tell you they would rather have root-canal than go car buying. They’re faced with confiding to you (a complete stranger) their personal and sensitive formation, to see whether they should decide on the purchase of the most or 2nd most expensive item they’ll ever buy. They’re in front of you looking for information (and sometimes a reason to be somewhere else). If you don’t feel good about yourself, how will they feel about you? They will go elsewhere.
So you say: I’m ok; I feel great! And maybe you do. But do you project it? Are you so in control of your life that others want to be around you? Do other people look to you for advice, recognizing that you’re special? Are you the positive force others want to tap into? Do you feel so good, and project it, that others feel good just being around you? Not that good? Why not?
When we visit with "accepted" professionals such as doctors or lawyers, what value do we put in them and why? They have specialized knowledge - so do we. They give us vital information that can help influence our important decisions - so do we. They are recognized as holding positions of authority - we engage in activities that may change people for the rest of their lives!
Furthermore, every time we deliver a new vehicle, hundreds of people get to keep their auto-industry related jobs. We are pros. What is your value to the person in front of you who hopes to buy a vehicle? If it’s apparent to him you are a positive force who will help him travel through a foreign process while giving him assurances to justify and validate his hopes, he’ll see you as a professional.
On the other hand, if the way you act and what you say is a replay of his last experience with a car salesman, you have no value to him - you’re just another carsalesman.
So, in order to be seen as valuable by prospective buyers, you must bring value to the table. Unless you see value in yourself, you’ll bring no value. It’s that simple.
Start building your "VALUE ARSENAL". Evaluate and repair your personal life if need be…health/ surroundings/ security / finances / love-life & family / friends / education / life goals. (In that order).Practice communicating beyond the average: confidence…approach…posture…expression…vocabulary…humor…positive demeanor. Expand listening skills. Learn human nature. See other’s signs:"I’m important"… learn four comfort zones. Distinguish fears vs. needs. Be aware of egos. Expand own attention span…
"People act either because of an expectation of gain or a fear of loss". Improve selling / negotiating skills…fact-finding expertise…listening skills…value vs. cost…analogical persuasion…earn trust…give to get. Activity breeds activity.
Knowledge of process and product…be the authority… anticipate change… know of future trends…have valid answers ready; know questions and concerns before encountered…anticipate failure, expect success…people buy for their reasons, not yours.
A Morey selling basic
People buy for their reasons, not ours! Your job is that of a detective more than as a salesperson. You must find out the customer’s motivation for coming into your place of business by asking “Fact-Finding” questions.
posted by Morey's Muses | 11:02 AM
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