Confidence Sells

Did you ever wonder how sometimes it is so easy to sell, and other times it feels like you couldn’t give anything away? That’s because confidence sells and customers can feel and smell that confidence in you.

Like Zig Ziglar said, “If you don’t see yourself as a winner, than you cannot perform as a winner.”

Feel Like You Own The World, Make Your Customer Feel Like You Are Giving Them The World

When you walk around permeating confidence, your customers are going to pick that up. The trick of course always is not to let your confidence become cockiness, because everyone gets sick of cocky people. There is a fine line between cockiness, and confidence and it really boils down to the perception and the way your customer percieve’s it. When you greet a customer with great eye contact, a positive tone in your voice, and a firm and not over-bearing hand shake you are letting them know you are a confident professional. Right away your customer is going to listen to what you have to say, and have interest in what you show them. This is all because of the confidence you carry and introduce yourself with. Believe me, people want to deal with confident people, reasons being they are trust-able, and they give you the confidence they know what they are doing and they will get the job done right. So the next customer you get do just that, give them a great greeting with good eye contact and enthusiastic but not fake tone, and then a firm not over-bearing hand shake to everyone in the party. Do this always and create a confidence in yourself that your customer will want to be a part of and take advantage of.

Care About Your Customer, And Deliver On That

When you truly care about your customer and you help them, you will feel good about yourself and your profession. When you feel good about what you do for a living and your profession your confidence will soar. Remember when your confidence is high your customers will feed of it and want to be a part of that.

“You can have anything in the world you want if you’ll just help enough other people get what they want.” Zig Ziglar

When you work for your customer, they in turn will work for you. Profit is not a bad word, and completely necessary for business. As long as truth and integrity are part of your process you should feel good about a large profit, and making a lot of money increases your confidence. Help your customers achieve what they want, and they will brag about you and send you everyone they know looking for the product you sell. It’s all part of the circle of life… When you have happy satisfied customers telling all their friends, co-workers, and family members about you and your services, you will have easier sales that, you guessed it…Build your confidence!

Do What Works Over and Over

One of the easiest ways in sales to reach success is repeat business. When you have the same customers constantly coming back to you and sending you referrals, this is when your commissions grow. The reason being because price; still important, has taken a back seat to your professional business relationship. Make sure to give your customers the business relationship, the service, and the same level of attention they are accustomed to from you. The customer has a certain feeling and satisfaction they get when they do business with you, so no matter how big and successful you get do your best to give them what they want. Do What Works Over and Over.

More to come on this subject soon.

Another Motivational Sales Blog written by Noel Walsh creator of NW&A “Conquer What You Chase” Sales Training & Consulting from Ann Arbor, Mi.

 

 

 

 

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Quality Vs. Quantity

Quality Vs. QuantityThe ever going debate of what is most important in sales and auto sales more specifically.  Do you prefer a lot of new customers with no preference or loyalty to your business or your brand?  Or would you prefer a more manageable amount of customers whom you have a relationship, done business with, and that have loyalty to your business, product, and staff?

The Power of Quantity
The more customers the merrier, right?  Yes a lot of customers is great as long as you can manage, and accommodate all that you have in front of you.  If these customers are new to your business, they are not going to have much patience or trust in you until you earn it.  This makes it tough to properly build a relationship and trust when you have a large amount at once that all have the same perception of you, they do not know you.

Advertising and bringing in new customers is a good thing but your close ratios on completely new customers does not compare to the close ratios on cultivated previous customers.

The Real Results of Quality
The quality of your customers will bring the best results.  When you are going after customers prospecting, over generic advertising will bring in a higher quality of customer.  You are going after a previous customer who knows, likes, and trust’s your business, product, and probably has a relationship with your staff.  These customers are approached, prospected by a more formal approach rather than broad generic advertisement.

Your profit margins and close ratios will be much higher with a prospected previos customer other than a fresh customer brought in with traditional, generic advertising.

What Method Do You Choose
Prospecting the customer base you have the greatest connection already with is the best quality of a customer.  These are the customers who you will have higher profit margins, sell more products to and have smoother negotiations with.  The customers you bring in with generic ads will be chasing a payment and price you advertised with little or no profit to the dealership.  When these customers can’t get the price or payment they came in for, because they don’t qualify for one thing or another will be upset and feel tricked.

You cannot give up on traditional advertising all together.  What you can do to supplement and cut the cost of your advertising budget is prospect. Prospecting can be done on an individual basis when things are slow.  Each sales professional can go off a broad set of prospecting tools, and make those prospecting tools unique to their style and customer base.  This keeps each sales person on their game, keeping busy prospecting their customers.  Doing this in a fun, and clever way to keep your name and face in front of your previous customers, their family, and friends.

Do you want to learn the skills and tools of prospecting to keep you productive through the down times?   Then come see the legendary “King of Prospecting” Fran Taylor from Taylor Techniques in the Southeastern Michigan/Detroit area Friday November 18th at Weber’s Inn in Ann Arbor, Michigan.

Another motivational blog post written by Noel Walsh creator of “Conquer What You Chase” Sales Training in Ann Arbor, Michigan.

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Sales Follow Through

    The secret to sales is promoting a good product you believe in with enthusiasm, a care for the customer and following through with your word.  A customer wants to believe every word you tell them but they have the preconceived notion that everything you tell them is not true.  They want to believe you, and you have to earn their trust to make them believe you.  When you are a good person you want to do the most you can do in your power to make someone happy.  You have to realize when a customer makes what is most likely the largest purchase in their last five years they believe in you and want to trust you.  When you have earned that belief continue towards trust, from there you need to follow through and give them what you told them you would give them.  It really is not rocket science, it is just being honest with people, who even though they were told not to, just graced you with complete trust.  From here it is your job to continue to earn this trust, build on the relationship at hand and accommodate their business for many years to come.  It really is win win, your customers have complete faith in you, they never want to do business with anyone else but you, and you have loyal customers who build your confidence, send you referrals, and give you residual business for many years to come.  I have been telling you it really is easy, and once you have realized that the secret to successful selling is building and maintaining professional relationships, the faster your going to be successful.  So the training lesson is, when you promise something, follow through and deliver on it, and your customers will deliver to you. Continue to follow the “Conquer What You Chase” sales training, motivational, and consulting sales blogs, videos and website from the Detroit metro area in Ann Arbor Michigan and I promise you will Conquer Success.

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