Where did it Go???

As I just celebrated my son Noel II’s 6th Birthday and five days later, my daughter Grace’s 13th Birthday I sit back and ponder, “Where did all that time Go”???

If you’re a parent, and even if not you probably are asking yourself the same things about your kids… “Where did it Go”???

The answers to this question lies in your heart, mind, and soul! You know how and where that time was spent. You know that if you were present, making memories, just “Being There”. You remember when you all laughed so hard that you spit up your drink and your stomach hurt. You know when you cried so hard you got a headache. You know when you danced so much, your legs were sore for days. You know when you worried so much, you needed a substance to calm your nerves. You know when you pushed yourself so hard you wanted to quit shortly after you started, but you kept going. You know when you were so confident you thought that you ruled the world. You know when you were so scared, you prayed for God to save you and take away the fear.

The fact of the matter is you know where the time went, and when you ask yourself the question “Where did it Go” you know it lies in your mind, heart, and soul…

The world and our lives lie in chance, circumstances, decisions, habits, gratitude, humbly, happiness, fear, anxiety, ambition, drive, desire, and most importantly Faith…

Faith in who you are, what you’ve done, who you’ve become, and how you got there! “How did you get Here”? We can all ask ourselves this question, “How did we get Here”? Well that’s “Where it went”! Was it good, bad, ugly, scary, fun, exciting, invigorating, motivating, inspiring, but most importantly what you set out for and expected? I see to many people with so many hopes, desires, and ambitions, but they never take the action necessary to create these hopes, desires, and ambitions… Is it fear, anxiety, or simply a lack of action?

The truth lies in your mind, heart, and soul…

The truth doesn’t lie in an app, a friend, a parent, a child, or a spouse, the truth lies in your mind, heart, and soul.

let’s do some inner research here and find where you stand…

Do you prefer to see others Laugh or Cry?

Are you pleased when you see others Win or Lose?

Does Money or Memories motivate you?

Who has been Your biggest Influence?

When you look back into your childhood, “Who are You Today”, compared to “Who You Thought You Would Be when You were Young”?

As I said the answer to “Where did it Go” lies within you…

Here’s what i recommend you start doing in your life to be present and embrace the present…

How do you Approach your Destiny?

How have you Cultivated and Build Your Relationships?

How do You Trickle Sell Your Value to keep others interested, motivated, and inspired?

You can’t change what your core is… Yet, you can take that core and “Go to where you want to Grow”…

Answer these questions from your mind, heart, and soul.. Whatever your faith, be faithful, whatever your environment is, be environmental, whatever your condition is, be conditioned…

Don’t block out the past, yet learn from it…
Don’t fear the future, yet prepare for it…
Don’t neglect the present, yet do just what the word means and says, BE PRESENT!

Today is a Gift…
Yesterday is the Past…
Tomorrow is what we Aspire to BE…

Who do you want to be?

How are you going to get there?

What is your Purpose, Passion, Desire, Why, Agenda, Reasons, Reasoning, Motivation, Inspiration, Mentor, Mover, Shaker, Hustler, Happener, and Process to make this happen?

Now I ask you, “Where did it Go” so you can remember where it went and how you will live now and prepare for tomorrow…

Don’t relish or flounder from previous results, yet learn and grow from them!

You grow from numbers, yet you aren’t defined by them…

Stay calculated, confident, look for solutions rather than waiting for them to be provided to you, embrace others talents, offer security to their worries, enjoy a long weekend, embrace the work week ahead with enthusiasm, and ultimately Make Life.

Conquer life.

Accept what it is and find a cure.

Much more to come on this subject…

Conquer Today!

Stay Tuned as I’m just getting started on this!!!

Another Motivational sales blog-post written by Noel S. Walsh I. The owner, lead-trainer, writer, and consultant from NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating and Creator of Conquer U online professional sales training.

“You don’t know what it’s going to be, and that’s a beautiful thing.”

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The Balancing Act of Life, Family & Sales; The Law of 8’s

The Balancing Act of  Life, Family & Sales; The Law of 8’s.

Have you ever wanted to be the salesperson, employee, business owner, or just plain top producer for your company and in your market? Of course, we all do.

Have you ever wanted to be the best spouse, dad/mom, family member and friend? I bet the answer is yes, why wouldn’t you?

Have you ever wanted to live a life full of meaning? When I say meaning, I’m talking about an adventurous life of travel, expeditions, charity, volunteering and straight up living a 10X life?

So tell me this how can you be that top-producer who works long hours, is always available to their clients, staff, and management, who is 100% present in the life of their kids, spouse, family and friends and is still living a life comparable to that “Dos Equis Guy?’

I’ve tried it, and I can tell you it’s impossible to sustain for very long. Yes you can be the 10X salesperson and employee, but you’ll probably be a 4X parent, spouse and friend. Sure you can live a life that’s a 10X adventure, but you’ll probably be a 5X employee, boss or Value to your customers. The point is you can’t be everything to everyone, and wherever you dominate in your life, you will lack in other parts. There are only 168 hours in a week and chances are you’re sleeping 1/3rd of those hours.

There was a book written from a martial arts legend about living a life of 8’s. We all know 8’s are a B as far as a grade. Well I’m sure you want to get straight A’s, right? Well try and sustain straight A’s through your whole life between family, work and in the quality and enjoyment of life…

The Law of 8’s In Life

So we all want to live a life full of adventure, prosperity, acceptance and meaning. I’m here to tell you we all deserve that. The life we live is the life we set up for ourselves. Yes we will all face setbacks, challenges, opposition and disappointments. The fact is we can control how we let these affect us and our attitude. We want to give 80% in all of our efforts and everything we do in life, that’s the law of 8’s. When we half heartedly apply ourselves we are only going to put in and get out 50%. When we give 100% ultimately, eventually we will end up lacking somewhere else.

In life we need to balance our time, our energy and our focus on the things that matter most to us, so we don’t lose focus on the things that are important to us. Life is a balancing act; a tight rope per say and the higher you are, the more you have going on, the more complicated the balancing act. Remember to delegate your time accordingly, so you don’t lose your balance.

The Law of 8’s With Family

Now believe me when I tell you, I have been on both sides of this spectrum. I have had where I worked 60 hours a week selling cars, as well as another 20 hours a week training and coaching. I have lived six miles from work, and I have lived nearly 2,000 miles from work. I have been gone from home 27 days in a month, and I mean in different states and I have been home for weeks straight at a time. I can tell you it’s a balancing act that is tough on everyone involved.

Going from one extreme to another, I went from a 10X husband and dad, being there in my family’s presence, activities and routines. I then flipped the switch and was a 2X presence in my family’s life, sneaking in phone calls and FaceTime when my schedule and time zones permitted. This is not fun for me, nor my family and creates no schedule or stable process for family life. Yes, daddy’s got to make some money, but don’t live a life chasing money to have things you don’t have the time or energy to use.

Now I admit depending on what you do for work; if you travel, work odd hours, or any variance from the 9-5 schedule it’s tough to balance it all out. That’s why you have to put your priorities in order and keep your focus on The Law of 8’s. Always striving to delegate your time, energy and presence on what matters.

“The best gift you can give your children is your time and attention”

The Law of 8’s In Sales, Work & Career

The best way to give your family a comfortable life, is by making a good living. If your like most people, you want to give your children “More than you had growing up.” If this is the case, congratulations your a good parent. Yes, yes I know it takes going the extra-mile and do the things others won’t to make that life you so desire for your family happen. I agree, once again it boils down to balance…

Balance your schedule around your kids activities the very best you can. Balance your schedule around important dates that will be enjoyed and cherished as a family. Balance travel for work and family at opportune times. Balance your sanity and the feeling of those who love you; your family, with the balance of those who depend on you; clients, employees, team members or employers.

Balance, Balance, Balance

I know it is impossible to make things perfect, I know this, I’ve tried. The fact of the matter is when you focus to be an 8X spouse, and 8X parent, an 8X friend, an 8X boss, and 8X employee, it makes it easier to walk that tight rope. Now don’t get me wrong sometimes we need to take the inactive to be that 10X salesperson , stay late, go in early and work our day off, sometimes we need to be that 10X parent and take a busy day off when our kids sick, sometimes we need to be that 10X friend and fly across the country on the busiest week of our career to go to our best friends parents funeral.

I tell you this, if you shoot for a 10X life you will be lacking eventually in another area of life. If you shoot for a 8X life you will be balanced and less stressed out. The good news is when you need that 10X, you will have the energy, confidence and all the tools to 10X every situation in Life, Family and Sales.

The Choice is Yours.

“Conquer What You Chase”IMG_1611

Another motivational blogpost written by Noel Walsh CEO of NW&A “Conquer What You Chase” Sales Training.

“You don’t know what it’s going to be, and that’s a beautiful thing.”

 

 

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The 3 E’s In Sales Energy, Endurance, & Environment

 

There are many factors we cannot control in sales like the Economy, Incentives, Product, and many more.  This isn’t something you want to focus on.  What you want to focus on is what you can control, and how you react when you have to face unproductive circumstances.  If you make sure you have the proper Energy, you will have the Endurance to face and conquer any circumstance you come across in you Environment.

How you control the 3 E’s is completely up to you.

 

Energy

Your energy is the driving factor of your force.  The force you show up with, the results you are capable of achieving, mental sharpness/awareness and your overall attitude.  When you show up energy rich you are on fire, you keep going and the more that ends up on your plate, the faster you accomplish tasks.  When your energy rich you become a high horse power machine that plows through tasks, challenges and goals like no other.  You are unstoppable when you are energy rich and you have the the skills needed to keep adding more and going faster.  You are able to keep this energy by eating good, getting positive physical activity and resting when needed.  Energy rich producers have a process that keeps them in the right state to accomplish their goals.

On the flip side of this coin is a state of being energy poor.  When we are energy poor our effort, awareness and capabilities show this.  Energy poor people have a bad attitude, they make excuses of why they couldn’t do or accomplish what needed to be done and they procrastinate.  Energy poor people put of what needs to be done to move onto the next task and instead fill that time with an excuse to themselves and others of how it was impossible to accomplish those tasks.  Energy poor people are always on the down side of progress and excuse this with blame and excuses.  Energy poor people take little time to properly take care of themselves.  Energy poor people eat bad diets at the wrong times of the day.  Energy poor people have horrible sleep schedules, and get little physical activity.  These people have little energy which shows in their ambition.

We have all been in different stages of energy abundance; sometimes high energy in a state of energy rich  and other times low energy in a stage of energy poor.  How we take care of ourselves is the fuel we put in our tank and run on.

 

Endurance

If energy is our horsepower than endurance is our torque.  Remember horsepower is nothing without comparable torque.  When we have the energy to keep us moving forward through the ups and downs, highs and lows we need not let this burn out.  That’s where our endurance comes in.  Endurance is capacity which is the number one ingredient to become and maintain being a top producer.  Capacity is the ability to mentally and physically endure everything we face in our tasks and do so by coming out with the results we set to achieve.  This is our endurance.  A marathon runner or an iron man competitor isn’t necessarily the fastest from the starting gun, yet they are consistent through the race enduring through all the set backs they face.

Endurance is what keeps us going when we would rather give up.  Endurance is the physical and personality trait that will not let us quit.  When our energy level is high its easy to continue on, when our energy gets low it is our endurance and capacity that keeps the wheels in motion.  Energy breeds endurance, and endurance takes over when energy is low.  Keep enduring what you need to so you will accomplish the goals and tasks you set out to.

 

Environment

Our environment we have little control over.  Yes we can choose who we hang out with, we can choose who we marry/date, we can choose the places we go, however most of our environment we cannot choose.  We cannot always choose who we work with, our bosses, the people who hang out at the same place as us, our family, our neighbors, or so many other parts of our environment.  What we can choose is how we let forces of our environment affect us.  When the weather is bad, we can write off the day telling ourselves business is going to be horrible and there is no way I can make anything productive happen today.  We can tell ourselves that our out-of-touch boss is clueless and I’ll never be able to accomplish the results I feel I’m capable of.  There are so many different ways we can lie to ourselves and justify giving into the negative forces of our environment.

However when we are in charge of our energy, we have the endurance to control how we let our environment control our attitude.  If we are upbeat, full of positive energy we control our thought process, how we react to unwanted circumstances and how we proceed through our day.  We then have the endurance to strive through the situations we face.  You see when you set your energy you have the endurance to control your environment.

 

“The harder I work the luckier I get.”

 

Take this how you may, but I tell you from years of retail experience… ” When you are in charge of your energy you have the endurance to get through whatever situations and obstacles you are faced with in your environment. ”

 

Another motivational blogpost written by Noel Walsh CEO of NW&A “Conquer What You Chase” Sales Training, Coaching, Consulting & Motivating from St. George, UT.

 

“You don’t know what it’s going to be, and that’s a beautiful thing.”

 

 

 

 

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Create Value

I always write and focus heavily about Value. The reason being I believe many factors create a successful sales person, but none more important than creating, or communicating value.

We cherish what we value, and when we value something we will climb out of our comfort zones and standards, and bend our own rules when we feel there is an object we value. Think how you sneak out of work to spend time with your kids or significant other we value. We will switch around our standards and principals when something we value is at hand and we want to have it.

Value Is Created In The Relationship

1. The First Impression
When you first greet, and then meet a potential client you mean little to them. As you walk up the smile, or lack there of on your face, wardrobe, cleanliness, and looks are going to create their first impression of you. After this initial impression your appearance creates they are going to think in their head of what kind of value you will provide them in their search for a new car. They may not value your profession, and assume the worst. Who cares what they value your profession at, because you are going to prove them your value.

Make sure you greet everyone in the party with a smile.  Make eye contact with everyone, smile, firm handshake and after you get their name state your first and last name while you shake their hand. This is a habit/trait of a confident person; and remember people want to deal with confident people. Confidence proves, I Can, I Have, and I Will Again.  A professional greeting will buy you value points in everyone’s mind.

2. Be A Professional In Your Industry
This same customer who is judging your looks, and has little value for your profession is in for an eye opener. When you as the Valuable Professional takes control of the scenario, they are on your ride. They get to pick your brain, fire away questions, but you are the one leading them around. By asking the right questions you will lead them to what they have explained to you in a painstaking way what they want. You use your communication skills to provide value.

Now you create ultimate value in yourself, profession and ability. Not only did you have a excellent greeting with good eye contact, a firm handshake, and made everyone in the party feel comfortable. You then lead the party to find what they told you they wanted. Now you have the opportunity to win over and captivate everyone with your knowledge of the vehicle, creating value in your product, your knowledge, and yourself.

This is where from here on out this customer will value your time, profession, abilities, advice/recommendations and your quality of life. They will want to buy more vehicles from you as well as send family and friends with a solid valuable recommendation so you and your family can have a more full life. This is now a business relationship where they value your time and opinion more than the product. This is where your value outweighs any price, or competition.

Know Your Product and Know Your Customer

When people are spending money they want their questions answered. They don’t want to hear; I don’t know, I’m not sure, I think so, Probably. These are all answers that scream “You just asked me a question and I’m going to answer it with a Yes/No hybrid that has no clarity. Customers hate this and it does not create any value in yourself, product or abilities.

1. Answer Questions With a Positive Note
When people ask you questions, utilize this opportunity to prove your knowledge and create value in yourself and your product. Give them reasons why the vehicle has this safety feature, how competitors skimp on the same feature and then create value in how this specific safety feature will keep their family safe. Make this safety feature they asked about differentiate your car from the competition. Use these questions to prove and resonate your value to them when it comes to buying A Car!

2. Overcome Their Ignorant Questions By Enlightening Them
We all go crazy when a customer asks the same questions over and over. We think to ourselves “if they’re going to ask questions why don’t they remember the answers?” Unfortunately ladies and gentleman, these are traits of buyers. And guess what? Buyers have the leverage, and have control because they are spending Their money. You have to learn to lead the process, but make them feel like they are. Ultimately “he who has the gold, makes the rules.”

Always remember to put and keep the customer first. Like my late grandmother June Walsh always taught “Do unto others as you would have them do unto you.”

Now go out and get a customer, create an experience and feeling and Create Value in yourself and the product you sell.

Another motivational Blog Post written by Noel S. Walsh I. Creator, Writer, Lead Trainer, Principal of NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating of Ann Arbor, MI and St. George, UT. “You don’t know what it’s going to be, and that’s a beautiful thing.”

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How To Build A Clientele In Car Sales

The way to truly become successful and a money making machine in car sales is by building a Clientele.  Yes people if you focus on One thing it’s being real, taking care of people and building a residual paying Clientele.

Make Every Deal

In your early career in Sales you first job is to learn as much as you can from the pros and your managers, talk to as many people as you can, and make every deal when there is a shred of a chance.  By making these deals and learning as much as you can, your building a Clientele.  While closing deals and learning the systems and processes your gaining wisdom and value.  Your learning how to close deals.  Your learning how to overcome objections while building value in yourself and the product.  Sometimes you may not want to take a skinny deal because the customer is a pain.  But remember every deal you make; you deliver another car, make a commission, and now have new future car deal, as well as referrals in the future.  Don’t ever think your too big, focus on building your Future through building a Clientele.

Stay With One Brand and One Dealership

The longer you stay with a brand and in the same dealership you create familiarity and trust in yourself to the customer.  This is proving that you are a professional who has been with the same brand at the same place, and you are going to be right there when they need you.  When you switch dealerships the nation average is 20% of customers will follow a good sales person.  That means if you switch dealers 80% of what you built into a Clientele is not gonna chase you down and will move on.  That also means 80% of your referrals will never make it to you.  Make it easy for your customers to find you.

Lease

Some regions are so terrified of leasing, and think they’re doing their customer a justice by putting them in long term purchases at high rates are crazy.  Lease as many people as you can for the shortest term you can.  Leasing is actually doing you, your customer, and your whole dealership a service.  Here’s some math:
24 mo lease
8 years
2 cars every 24 mo = 8 cars
That’s 8 cars in 8 years for a couple

72 mo buy
8 years
2 cars every 4 years = 4
That’s 4 cars in 8 years for a couple in buys.

Reason being that most people put little to no money down and finance 72 mo, and longer in some places.  You won’t be able to trade them out without negative equity usually until 2/3rds through the contract which would be 4 years.

So by putting them in leasing, you have no trade in to deal with, which no one is ever happy with what their trade is worth.  You have a guaranteed shot at their business in 20-24 months.  You are keeping their payment low, and keeping them out of high repair costs.

Really leasing is a win win for everyone involved.
Your keeping the customer in a brand new car with low maintenance at an affordable payment.
Your keeping your manufacturer selling their product, at a residual pace.
Your keeping your dealership selling new cars, doing the maintenance, and keeping them loyal to you and the dealership for all their car needs.
You get to start taking advantage of those residual commissions every 2 years. A Clientele that promotes leasing, you, the brand, and the dealership.
If you aren’t leasing your missing the boat, because leasing is where it’s at in new car sales.

Stay In Touch, Mail and Prospect

“Customers don’t always remember the deal they got dealing with you, but the always remember the feeling they got dealing with you.”  Make your customers feel good about themselves and what they buy.

To keep the Clientele warm and fuzzy for you, you have to stay in their memory so that when someone talks about a car, they start talking about you.
Yes you should send out monthly emails.
Mail them a Christmas and Birthday card.
Mail them promotional specials on vehicles and service often.
Mail out lease renewal, customers in equity and special program letters bi-annually.
Mail thanks for stopping in and thanks for buying cards.
Mail thanks for stopping into service, and sorry I missed you cards.
Mail and email out a blog, newsletter, or Pro Tips every quarter.
Always visit and chat while they are in the service lounge. This will concrete your relationship with them and prove you are there to help.  Whenever your customers walk up to your deal or you see them around the dealership, chat with them.  They want to know you remember them, and care enough about them to see how things are going.

Be Genuine & Be Yourself

It’s that easy, be genuine and be yourself.  If you are real with people and let them grow to like, trust, and appreciate you, you will then get the real them.  A loyal customers who trusts you and your abilities and is happy to tell and refer others to you.  Being yourself, having integrity, and being one of your word will payoff dividends for your career and life beyond Belief.

Another motivational Sales Blog Post written by Noel Walsh Creator, Owner, Lead Trainer & Writer from NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating of Ann Arbor, Mi and recently St. George, Ut.

“You don’t know what it’s going to be, and that’s a beautiful thing.”

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A Car Sales Person’s Guide to Income Levels

A Car Sales Person’s Guide to Income Levels

When you are in commission sales you in various ways have the ability to dictate your income. There are many outside factors that will affect your ability to earn such as; inventory, weather, market trends, good or bad press, gas prices, interest rates, size of your dealer, brand you sell, management/owners and thousands of others.

The most important factor that dictates your overall income; where you fall with your peers, and where you rate at is, Yourself.

An ambitious, hungry sales person with a family to support and a lot of overhead is more likely to earn more and do what it takes to grow. Compared to a person who just wants a job, has to have a job, has low overhead, or someone in the family who is the bread winner will often not have the same hunger and ambition as the strapped sales person.

Ultimately the outside factors are a force, but the ambitious one will overcome and change them. The ambitious sales person destined for success will do what they need to do to survive, grow, move forward and Conquer Success. Where the sales person who looks at it simply as a job will most likely not last long. The unsuccessful sales person will Pick up the habits of the other unsuccessful sales people. They will all huddle together, being underachievers, complain how it can’t be done while watching the Ambitious sales person do it in front of their eyes. They will then try and take away their hard work by down playing the ambitious sales persons success as un-earned and given to them from the management.

Here are the III Levels of a Car Sales Person’s income and where it rates you compared to your peers.

Where do you rate, and how long did it take you to get there? I started at a high Level I, after moving to a new larger dealership, (Same Brand) reached Level II after 5 years of selling and after 11 years of selling was able to reach Level III “Sales Executive”.

Level I Sales Person $0-$99,999 a year “Sales Person”

A level I sales person usually just started in the business.  They are learning, and they have roughly a 1 in 3 chance in sticking in the business over a year. They have an even smaller chance of making any kind of good money or a career out of car sales. They will usually listen and focus to what their manager tells them, do it, and have a couple decent months.

1st Kind of Level I
In that time the rookie will usually have 1 big month where they are one of the top sales people in the dealership. This will ignite the under achievers. They will work together to recruit this new “Spark of Energy” selling all these cars. From here they will deprogram everything good and positive in this rookie and in place put in all the bad habits. This is called the huddle. A group of 10 and under a month sales people standing around waiting to get lucky. They take no pride in themselves or their career, nor do anything to better it. Their goal is to put out the “Spark” and grow the team.

2nd Kind of Level I
This is the salesperson who has been in the business for a couple years and is growing. They joined the huddle for awhile because they were sick of feeling guilty for selling lots of cars. The group took them in if they would turn their positivity into negativity and focus more on fantasy football over marketing themselves and prospecting themselves. After a few pay checks after joining the team they quit the team. They have now been in the business awhile, and are growing to become level II.

3rd Kind of Level I
This is the person who has been in the business for over a year. They are picking up how things work, and watching the best at their dealership close deal after deal. They are so hungry for success and competitive they constantly are thinking, learning, and growing their business. They are smart and understand they may have to move brands or locations to get to the next level. This is the sales person who is destined to the next level… Usually having kids will turn a car sales person into the 3rd kind of Level I.

Level II Sales Person $100,000-$149,999 a year “Sales Professional”

A level II sales person is definitely a successful person. They are one of the top 1% earners in the World. They know what they’re doing, and they go to work to work. They focus on goals, prioritize their day, and have a good grip on the ins and outs of the retail car sales business, self marketing and customer satisfaction. These people are usually at a decent sized dealership, with adequate inventory, good marketing, competent management and a good staff. This usually takes 3-5 years of hard work to get to, and takes a lot of work to maintain.

1st Kind of Level II

This is the rookie phenomenon. This person by nature is very aggressive and ambitious, and is definitely mature. They usually had owned a business or were in a different kind of sales and know about build a clientele, and self marketing. They worked a horrible job, got into car sales and said to themselves “S..T this is easy”, or have a life event like a growing family, large debt due, or an insatiable appetite for money and success. These are like I said a phenom, and very rare I’ve only worked with a very few.

2nd Kind of Level II

These are great sales people the usually have 10 years plus car sales experience. They stick in one spot, with one brand and are great at building and maintaining relationships. If their customers call or email and they miss it, they always respond back in a timely manner with answers and results. They know their product, but better yet they know their customers. They don’t kill themselves chasing ups, but still take them and usually sell them. They know how the dealership works, the politics to stay away from, and what each managers specialty is. They work hard, have a great process, and have become accustomed to the life they live and want to keep it that way.

3rd Kind of Level II

Just like the Sales Person above, they know what they’re doing and how to get the results they desire. This Sales Professional has been offered management, but loves their flexible schedule, leaving when it’s slow, and only having to worry about themselves. The 3rd Kind of level II is destined for Level III “Sales Executive”.

Level III Sales Person $150,000 and Up “Sales Executive”

Well my fellow sales people when you’ve reached the Level III “Sales Executive” you are truly the top of the heap. You are at a level of success where you make more than the average Doctor, Lawyer, and any other big name profession out there. Your day consist of solid processes, hard work, doing whatever it takes with integrity, and getting the results you desire. You know your time is worth money, and never waste a second. Your closing ratio is high, your CSI is tops, your customers love you, and you realize the level of Professionalism and skill you bring to the table and make sure you are paid for it.

The level III Sales Professional does not need sub levels, because you are one of “The Best in the Business”. Your customers never second guess what you tell them, question your knowledge, and rarely even look over the paperwork, because they “Trust You” and you keep their trust. You know the sky’s the limit, and you get what you want on every deal, knowing your worth

Now most of us sales people will start out as Level I and after years of hard work will make it to level II. Many sales people do not want to do all the things it takes to stay level II and may live their career at the top of Level I, which is still a comfortable lifestyle. But their are those few ambitious, hungry, competitive and determined Sales People that when they reach Level II are not satisfied and catapult into Level III.

Car Sales is a fun, demanding, emotional roller coaster. It takes a lot of strategy, and self discipline, but is a hell of a way to make a living. Car Sales is “A tough way to make an easy living” and if you embrace it and put in the time you can give your family a great lifestyle, I know first hand.

Another motivational blog-post written by Noel Walsh. Lead trainer, writer, and principal of NW&A “Conquer What You Chase” Sales Training of Ann Arbor, Mi and St. George, Ut.
“You don’t know what it’s going to be, and that’s a beautiful thing.”

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Always Push One More Mile Part:1

We sometimes look around and compare ourselves to others. We look at what they have, how they look, what they do, and where they live. We look at people we consider better than us and envy them. We look at people we consider ourselves better than and judge them or point our nose up to them.

The truth is we should not compare ourselves to anyone else. Whether we see ourselves greater than or less than them. We should be thankful for what God has granted us with, and do the most with what we have been given.

“It’s not what we do in life, It’s what we do in life with what we are given. ”

You should never walk through life envying high achievers and hating on them for having what you don’t. You don’t know the responsibility’s and the stresses they have every day. If you think you may be happier having what they have you should see what they do to get them where they are at? Whom what a concept, rather hate or despise them for what they have accomplished, been given or lucked into. Instead follow their lead on what they’re good at.

“Those who carry hate, have less strength to carry the load and responsibilities it takes to accomplish great things.”

“Don’t hate, replicate.”

Look at all people as an equal as far as a fellow human being.

You never know the life, childhood, year or day someone has been through. Before you jump down someone’s throat you may first want to consider your words and actions. Yes someone may greatly frustrate you, slow you down, cost you money, or royally piss you off. Always keep a shred of decency in your actions as you don’t know what they have gone through. Keep in mind you may be in a situation mentally, spiritually, financially,  or family wise worst then they are anytime.

Always keep compassion, decency, humility, honor, love, spirituality, and humanity in everything you do.

Always push one more mile, to keep your mind focused forward, your hear open and your actions felt.

Another Motivational Blog-Post written my Noel Walsh owner, writer, and lead trainer for NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating. From Ann Arbor, Mi and now St. George, Ut.
“You Don’t know what it’s going to be, and that’s a beautiful thing. ”

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Be Of Value

In my years in life, being a consumer, a worker, a Father a Husband and a Friend there has always been 1 thing I look for; Value.

I always look for the value in everything. The value of a purchase, the value of a song, the value of a friendship, and the value in a lesson. There is value in every thought, decision, word, and smile throughout your day.  Adversely there is a negative value a portion of the time.

How do you decide, or make the Value?

Well we’ve all heard all the quotes and have seen the motivational posters about attitude. Which this is true, Attitude is everything, or at least as the poster says and wiseman have been quoted 90% of what happens to you is your attitude and reaction.

There are two kinds of value:

1st: Genuine Value that creates, grows, comforts, cultivates, and gives to others.  Someone of genuine value comes into work smiling and friendly, gets right to business doing what they’re paid to do, helping others along the way, making their activity create attention and results, and accommodating the needs and wants of the customer.

This is value to the employee, their co-workers, their employers, their customers, and their family. Their valuable actions and productivity through the day add a spark to everyone around them. This spark they shared, is then spread around from the crowd onto other crowds. This sensation is quite addicting, and spreads fast and far like the gospel.

2nd: Non-value that sucks, slows, derails production, kills attitudes, and decreases production and potential. Someone of non-value is always negative and dying to tell you No. They want to tell you how it can’t be done, it’s impossible to get there from here, today’s not the day, nows not the time, it ain’t gonna happen.

These people not only hold no value, like I mentioned in their description above they suck the value out of others. They decrease value from all those around them, which spreads like a plague. They make days dreadful, dreams disappear, and turn smiles upside down faster than hurricane winds. These people not only hold no value, they suck the value out of everyone in their path.

There are few things we can control in life. One thing we can control is our attitude and how we let situations effect us. When you smile through the good and bad, the tough and the easy, we become a role model. Others see you from a distance and what you walk through and deal with and you become a leader to those looking on. You become an influence, a role model, and a trailblazer. You prove by your actions that it can be done, and you show your on-lookers how. You create value with your actions, that is contagious to others. This positive value based action is then spread from your family, circles, workplace and life to others.

So when you see the person at the checkout counter with the frown, like “I hate being here” switch lines even if the wait is longer. Get in the line with the smiling clerk, a smile that says “I’m here to help, and make your time with me valuable, and enjoyable.”

Life is all about choices, and your 1st and most important choice is your attitude. After that finding ways to create positive value, in everything you do, and everyone you meet. Choose wisely and create value, it will come back around when you need it.

Another Motivational blog post written by Noel Walsh owner, writer, lead trainer of NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating from Ann Arbor, Mi and now also St. George, Ut. You don’t know what it’s going to be, and that’s a beautiful thing.

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Whether You Look At, or Whether You See A Customer Usually Dictates A Sale or Not

When a customer walks on the lot, into the dealership, or into your business how you Look At or See the customer is part of your first impression you give out. A lot of times the customer can be nervous about entering the doors of your business from fear of Sales People, spending money, or making a big decision. The eye contact and mannerism you make with the customer can either ignite, or cradle these fears.

 

The Piece of Meat Look

This is the look a customer feels they get when they arrive to the dealership or place of business and all the sales people are on the front porch, ( probably half smoking ) staring at the customer like they are a piece of meat. You may have stepped into a business and received this look before and no one likes it. When a customer is responded to like this it’s a complete deal killer, as the customer is going to have a tough time getting comfortable and trusting you. The group staring at and talking about them as they enter to make a big purchase, oddly enough isn’t that welcoming.

The I Want to Genuinely Serve You LOOK

This is the look a professional sales person invites the potential client in with. This is a look of confidence, assurance, and kindness. The eye contact you make with them solves some of their fears, and un-easiness they had when they entered your business. “I want to genuinely serve you look” takes the customer out of defense mode, and pulls them into comfort mode. This is where a professional breaks the ice, soften-ups the prospect and starts building a thick and genuine relationship.

The “I want to Genuinely Serve you Look” is going to exponentially raise your chances for a smooth and seamless sale, as well as build the foundation for the next time they are in the market or know someone who is.

What A Look Says About You

The look, the eye contact, and the greeting you give the customer when they walk in the door says a lot about you. It tells them, “Hey, I know what I’m doing around here, I know how to help you find what you are looking for, and I’m going to give you the service you want and deserve. How you approach the potential client, and how you make them feel by the look you give them is setting the stage. You are opening up a relationship built on trust in your abilities and your intentions. The look you greet your customers with will decide success or failure. So remember never to cut or skip a step, especially when it comes to welcoming your potential client.

Another motivational Blog-Post written by Noel Walsh. Lead Trainer, Writer, and Consultant for NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating. From Ann Arbor, Mi and now St. George, Ut.  “You don’t know what it’s going to be, and that’s a beautiful thing.”

 

 

 

 

 

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