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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You’re A Leader

Leadership is something most of us are working day in and day out to accomplish and become…

Leadership isn’t something that is achieved and then stopped. Leadership is a commitment to constant learning and growing that is then utilized to help our team succeed. Everyone is a leader in some form or another and it’s truly growing and strengthening these leadership skills that makes us an effective leader. When you become the boss that doesn’t make you a leader. When you grow your teams skills and the culture of your team, That is what makes you a leader.

Leaders are chosen, not self proclaimed

I know I said you’re a leader and you are. The fact of the matter is you have to earn your leadership role. Sometimes this role comes to us and we are appointed this role from the faith others have in us, our abilities, and ultimately the faith others have in believing what we are capable of becoming and growing into. Leadership is a responsibility, yet it’s a responsibility most of us work for and desire for our career. Don’t think when you become a leader or you feel you are worthy of being a leader others will follow you just because.

Be that leader your team would follow into battle

What makes someone a great leader is helping their team through the uncomfortable times. Helping their team understand their roles and their tasks and knowing how to accomplish and succeed at these tasks and roles. When your team has faith in your abilities, sees you are willing to get your hands dirty, and helps the individual and team get better you have their undivided attention and they have Faith in you. Lead by example, show your team how to succeed, help your team create results on a team and individual basis and your team will follow you on the battle field!

Inspect what you expect

Where most individuals fail is when they are given commands and tasks, yet have no clue how to accomplish these tasks. This creates a lack of confidence, fear of trying, and sub-sufficient results. This hurts everyone from the doer to the commander. Surpassing this painful process comes from Inspection of what YOU Expect. When a task is delegated the leader should come around in proper time and inspect what was expected. If the job was done right a compliment and encouragement are in order to build that doer’s confidence and understanding of the task. If the job was done wrong, improper, or half-heartedly a hands on demonstration should be given. When helping this individual or team give them reasons Why you do things this way, How it helps the process, and ultimately what it does for the individual or team, what it does for the business, and ultimately what it does for the customer, client, or final outcome.

You’re A Leader

Whether you’re a father, mother, older brother, older sister, boss, owner, in some form or other you are a leader to others and others look up to you. Don’t be that pro athlete who says I don’t want to be a role-model. Whether you like it or not you are a role-model, influencer, and leader. This is a big responsibility that has been placed on your shoulders that should not be taken wisely. Remember you wanted to be all these things; a leader, an influencer, and a role-model. This is what we all want in one way or another and always be professional and remember when you’re a leader, someone is always watching you. Not always easy, not always fun, but ultimately the greatest reward you can accomplish…

Another motivational blog written by Noel S. Walsh I creator of NW&A “Conquer What You Chase” Sales Training, Conquer U online sales training, husband, father, son, brother, friend, motivator, writer, trainer, creator, and the one who wants to see you “Go to where you want to Grow”!

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

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My 19 Takeaways From My Interview With Joe Girard

1. Separate yourself from the huddle; don’t be friends with co-workers, they don’t eat at your house, you don’t eat at their house.

2. We’re not in the car business, furniture business, or the housing business, we’re in the people business.

3. His WHY was because he had to. He lost his contractor business, he lost his house, he had his wife pleading to him they had no food, so he went and found a job selling cars that day and came home with two bags of groceries.

4. His first job he interviewed for they wouldn’t hire him because of no previous experience; so he pleaded with the owner to give him a desk and a phone and he wouldn’t take any customers coming through the door. He sold his first customer that night a professional after hours who told him he was the best salesperson he ever dealt with in all his car buying experiences; the bug was unleashed.

5. Joe didn’t play any games.

6. Joe only sold new cars, “Because his service shop could service them properly” he split all the used with his partner.

7. Don’t take no for an answer from customers, managers, or owners.

8. Joe got salespeople fired for skating and managers fired for penciling his deals and trades.

9. Time is valuable, it’s ok to hire help vs. trying to do everything on your own and being greedy.

10. Joe created his own BDC, he had two full time ladies setting appointments and two full time men doing demos, trade appraisals, handling follow up, and doing deliveries.

11. Joe had a 10 minute timer that his customers were allowed, because of the large crowd of waiting customers.

12. Joe’s philosophy was: Customers are greedy, make them work for you and offer the highest referrals in the area and pay cold hard cash.

13. Joe’s marketing philosophy: Never let go of your own customers, send out your own mailers, spend your own marketing dollars, customers got a piece of mail every three months as well as a phone call.

14. Joe sent 15,000 pieces of mail on his own dime every few months.

15. Joe spent more on marketing than his owner and sold more cars than the rest of the sales-staff combined.

16. Joe was hated on by fellow employees, competitors, and the ownership because of his popularity and production.

17. Run your business inside a business.

18. Know when it’s time to quit, call it quits. Joe retired on 12/24/1977, seven years after he promised himself that as a Christmas gift to himself.

19. Joe Girard sold an all-time record of 13,001 cars in 15 years, all retail and no fleet, which is still in the Guinness Book of World Records.

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Three Reasons Why You Should Invest In Your Career

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Everyone wants to make more money, have more security and live and give their family a better life, right? The problem is so few people are willing to put in the time, effort and investment it takes to accomplish this. So what I recommend if you want to make more money, have more financial security and live and give your family the life you all deserve; Invest in yourself.

Why should I invest in my career, there is so much free information available, and I do a good job already?

I hear this answer a lot from salespeople, managers, dealers, business owners and so many other people. The fact of the matter is when you truly invest in yourself, your business and your team, you take mental action to utilize your investment. Yes, yes unless you are truly hungry to and know how to grow you can have all the knowledge, skills and opportunities in the world laid out in front of you and not see the value, nor capitalize on them. Compared to you having a personal investment in this knowledge, these skills, and the opportunities you will now have a higher appreciation and consideration for the worth of this knowledge, these skills and the opportunities that lie in front of you.

Se when we invest in ourselves we want to see results, because we put in our time, talent and treasures. We want to see that effort, money and time capitalize. On the flip side when things are handed to us we don’t have the same time, talent and treasure invested so we won’t give the same effort nor be as focused on making sure we have the proper results.

I saw this with my own career. I was making really good money selling cars, I had a huge client base, and thought my income had plateaued. Then I started NW&A “Conquer What You Chase” Sales Training and realized I had much more to learn. I started going to 3-4 conferences a year all over the country. I started watching sales training videos, reading blogs, engaging in groups on social media, and literally investing 20 hours a week in growing my skill level. This made me learn more, as well as appreciate the relationships, knowledge and skills that were in front of me, because I was dishing out thousands a year of my own money as well as all the time, talent and energy I was investing. This forced me to capitalize on all my investments.

Five years later after I had moved 2,000 miles from my job and I worked only 25 weeks, commuted the 2,000 miles, continued to build NW&A and I made the same amount I had five years earlier when I thought I had plateaued. Now if I had been sent to these conferences by my employer, I probably would’t have created the same relationships, learned as much, or capitalized as well, because it would have been given to me and I wouldn’t have the same personal investment. Therefore the end results and personal proof of accomplishment wouldn’t matter as much to me.

That is why you want to invest in yourself.

How do I invest in myself?

The How is the easy part, you doing it is the only thing holding you back. There are three key roles investing in yourself, and I will lay them out right here.

1. Time-

Put in the time. Do this with all your relationships, with your family, your customers, co-workers, management, owners and or your employees. Strong relationships build a culture, and a culture builds a dynasty.

Go the extra mile with all theses people. Truly listen, engage and care about who they are and what they’re passionate about more than what they can do for you. I guarantee if you do this you will be surprised how much people will want to help you do good and be better.

Watch videos on your craft, listen to podcasts, catch conference calls, read books, blogs and articles, and you will gain knowledge. Engage on social media with your network and like minded individuals and you will build and strengthen relationships. Go to events and grow your network, share what works well for you and find out what you could be doing better and new relationships will sprout and opportunities will arise.

When you invest your time because you want to grow, and not because you have too; you will see the results.

2. Talent-

Talent is both God given and learned. We pick up skills from learning. We learn skills from reading, watching videos, from people like managers, mentors, parents and really in every experience we live. To be successful we need to capitalize and utilize what we learn. Never think you know it all, and never stop learning. Always remember we can have all the knowledge, skill and talent in the world, but if we don’t utilize what we know, and implement what we learn; it’s useless.

Watch those who do what you want. Listen to those who know what you don’t. Follow those who are and have been where you want to be. Stay away from those who are toxic. Gain all the skills and knowledge you can from people you want to be like and you will strengthen and create talent you never thought possible.

If you truly want to grow your abilities and sharpen your talent, never be afraid to learn. Just like a knife must be sharpened after use, the same with your talents and abilities. Don’t ever waste your talent, and don’t ever stop sharpening your talent’s.

You can have all the talent in the world, but if you aren’t utilizing it and creating and capitalizing on opportunities, your partially wasting your talent.

3. Treasures-

We all want it all but we don’t want to invest our hard earned cash… Well if you want to make it big and be successful in life your going to have to come of your wallet. When we start to expect people to give us things, we subconsciously discount it’s value. Think about this, you have a pair of shoes you spent $10 on and another pair you spent $400 on. Which pair of shoes are more valuable to you? Now consider they’re the same exact shoes, which shoe do you find more valuable? The one you peeled out $400 to buy. When you invest your hard earned money in or on something you value and appreciate it more.

Spend your money on books, training, conferences and anything that will help your career and numbers grow. When you spend YOUR money you will appreciate it more, value the information more, and hold yourself and your team to creating bigger results and value that information and knowledge with greater appreciation.

Don’t think of spending a $1,000 in training on yourself or $10,000 on training on your staff as an expense, look at it as an investment in yourself and or your team. When we analyze the cost of everything we loose sight of the value and opportunity in the investment. When we expect things for free, we don’t utilize the leaned skills and implement them into our talents the same. Never look at investing in yourself or your team as a cost, always look at investing in yourself and your team as an investment. You don’t get rich in the stock market without buying stocks. Invest in yourself right now and turn your treasure into tools, talent and skill that will grow your treasure.

Remember, “A critic knows the price of everything, and the value of nothing.”

The “Three Reasons Why You Should Invest In Your Career” are these:

1. So you can make more money; money doesn’t buy happiness, but it sure makes it easier to get there.

2. So you can have more security; we can’t dictate what obstacles life will bring us, but we can position ourselves to handle those obstacles with a secure foundation.

3. So you can live the life and give your family the life you deserve and desire; we don’t  need all our desires fulfilled but we do all deserve to give ourselves and our family a desired life.

Another motivational blogpost written by Noel Walsh CEO of NW&A “Conquer What You Chase” Sales Training and teacher of Conquer U in St. George, UT. For more inspirational and motivating blogposts and content go to nwnasalestraining.com

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

“Now go out and Conquer U and Conquer What You Chase”

 

 

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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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Effective Consultive Sales Training from NW&A

Effective Consultive Sales Training from NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating.

First off I Want to thank You for considering me as well as giving me the opportunity to train the sales staff here.

I also want to point out the fact that by your company brining in Sales Training and Consulting whether it is me or another firm shows that they are willing to spend on and invest in their sales staff to provide the tools for you to grow, and help the company grow which ultimately means more money for you.

No one knows everything about their profession especially, when it comes to Selling. I have found the most successful sales people are the ones who are constantly learning how to become better. Whether it is reading, going to seminars, regardless they are constantly learning from professionals in their industry and profession that are great, because they desire to become better.

I have had a lot of success in commissioned sales over my 15 year career. I’ve been able to do a lot of fun things, see great places and give my family a nice comfortable life. I have reached this level of success, by always putting the customer 1st.

People buy from people they Know, Like, and Trust. And when they genuinely see that your top priority is accommodating their needs, and you do this in a professional manner, that creates value in you to the customer.

It doesn’t happen over night, but if you work on it, and believe in yourself the results will eventually come.

Sometimes this seems difficult to do on a short cold call, when the last thing the perspective buyer on  the other end wants is you trying to sell them something they aren’t aware they need, or even if they do need the product or service your still trying to sell them something, and everybody hates sales people, especially when they know your trying to sell them.

You ever go to the mall to a store your unfamiliar with to buy a gift for your wife,  or husband or someone who’s difficult to shop for? You haven’t a clue what to get them. What’s the first thing you say when the store clerk walks up and asks if you need help? I’m just looking. Then two minutes later your asking yourself where is that clerk, I need help. We’re all afraid of sales people until we realize we need them.

Nowadays, if the perspective buyer does need your services they want to pull all the emotion and human interaction out of the process. They just want you to shoot them an email, with your best price, what you can do, and when you will get started if they choose you and your company. It all becomes price.

This takes away your ability to create a Consultive relationship, and show the Value You as a Professional bring to the table.

I remember when my wife and I were young and starting out we always bought the cheapest thing they made that we were looking for. If I needed a weed whip I would buy the $49.99 model. Yes it served it purpose, but I was constantly tinkering with it to get it to work, and it never did work that great.

That’s when I started making a little more I learned to spend a little more for value. Yes the value of having a product that I was confident would work properly, and weed whipping the yard would only take me the 15 mins it was supposed to rather than 30min trying to get the product to work right.

What I am trying to communicate with my analogy is you need to find a way to get that perspective client on the phone, slow them down. Find out what THEIR NEED IS, WHAT THEY’RE TRYING TO ACCOMPLISH. Then create value in Your service for that need.

Emails, texts, instant messages are great forms of quick communication, but they take away from the emotional side and human interaction in the Consultive Sales process. I will teach you ways to get the customer on the phone, which ups your chances for larger sales and keeps you from falling in the emotionless sales trap. And worst yet becoming a lazy, non committed Sales Consultant role.

Never think your going to loose the deal for any reason especially price. Never doubt yourself going in that something’s going to go awry for your deal.

“Whether you believe you can or believe you can’t your right”. Henry Ford

You need to have the confidence I am the best at what I do, and there is no way that this prospective client could believe any different. YOU NEED TO BELIEVE YOU ARE THE VERY BEST AT WHAT YOU DO.

This is what NW&A “Conquer What You Chase” Sales Training, Consulting & Motivating is all about. Training Sales Professionals the Confidence and Capacity to reach Heights they only dreamed of, but never took serious or even thought were possible.

If you bring me in as your Trainer and Consultant that is exactly what I will do. I will motivate you to raise your Confidence, Grow your Capacity and sharpen your skill set.

I can tell you I probably know very little about what your company does, or what you sell. But I can also tell you I will make you better at selling what your company does.

I will find out what your weaknesses are and sharpen them, and find out what your biggest objections your face are and train you to Conquer those objections.

Bring me on for your training, and I will do just that make you the best Sales Consultant you can be.

I will train and motivate you to “Conquer What You Chase”.

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If YOU Sell Like A Professional, Customers Will Pay More

You ever work like a true professional sales person, while everyone else is standing around watching you and talking how you always get the Easy One’s.  They talk about how you always luck out, and they always get the hard one’s.  When the fact of the matter is they are lazy, take short cuts, and fail to build value in Themselves, the Product, the Relationship, and the Store.

“It’s amazing the harder I work, the luckier I get.”

Work Hard

Don’t ever believe you are above, or below any part of your job.  If you work hard, pay attention and are truly passionate about what you do customers will be attracted to this.  When you run around without a clue of what your doing; customers can tell.  Just like when you run around with a purpose, getting stuff done, and creating results it shows you know how to get things Done !  Be a leader and excel.  Focus on what the customer tells you they want, and create results while creating value.  When you work hard people will see this, and want to deal with you because you create results.

Be Professional In Everything You Do

When you hold your head high, walk around your store like you own it; or at least built it you put out an essence people want to be a part of.  Customers want to buy from you, fellow sales people want to be you, and management is appreciative or afraid of you depending on their personality.  You don’t just play the part of the Sales Professional you are the part.  You spew confidence in all your moves, conviction in all you say, and create value in your relationship from the meet and greet to final delivery.  When your at work, out with the family or friends, at church or a local event be the professional in all you do and everyone will want a part of it and will want to deal with you.

Don’t Sell Yourself Short, Ask For All The Money

Don’t ever under estimate your value, those below and behind you will do enough of that.  Always wake up looking at yourself in the mirror believing you are the best and unstoppable.  Enough people will doubt you and hate on you because of the talents and positivity you present.  You have to be your biggest and most loyal fan during the Highs and the Lows.  Whenever you work a deal that has grief and obstacles; keep the faith, stay confident, hold your head up, and get it done.  Remember if you do all the things I told you to above your service should never be about cost.  The service you provide is worth more then your competition down the street.  You are worth paying more for, and a price war shouldn’t happen often if you act like a professional, create value in all you do, and take the pain out of the deal.  Never become a price slashing sales person, become a value at the price you tell them is fair.  After all there are restaurants where a meal is $100 each and restaurants where the meal is $5 each.  People pay for professionalism and value. 

I have learned in my over 15 years or retail auto sales.  It took me some time to find my strongest talents, and I’m still learning everyday from my co-workers, competition, and most importantly my customers.  Often I learn what not to do by watching people.  When something works utilize and perfect that selling tool.  When something doesn’t work, toss it to the curb.

Never doubt your abilities, never believe your above or below any activities of your job, and always remember: If you sell like a professional, customers will pay more.

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.  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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Purpose Equals Passion

“Realize every morning you get up, and get ready for work that you need to know your purpose.  You need to know what your purpose is for that day, for that week, for that month, for the year, and most important for your career.  Activity without purpose is wasted energy, and purpose without passion is non-existent.” – Noel S. Walsh I

When you go to work, go to work to work and to grow.  Walk into work with a purpose of what you are Going to Accomplish, and have a game plan on how to get there.

Be Passionate

Whatever you do in life, whether it’s mopping floors, serving hamburgers, running a company be Passionate.  When you are passionate about your job/role in life and for a business although rarely commented on you are noticed.  Not only are you noticed, you feed the team and your co-workers to have pride and passion in what it is they do, and what how they do it.

Have you ever went to a McDonalds or any like restaurant and had some one who was enthusiastic and passionate when they greeted you and took your order?  Consciously and or Un-consciously you were surprised, pleased, and will have a good feeling about that brand and store, and will likely recommend and return to that exact location hoping for that purposeful and enthusiastic employee.

My dad used to ask “You know what the number one thing that sells cars is ????  Enthusiasm.  Enthusiasm is a hybrid of passion, purpose, and excitement.  It cannot be taught, but like a fever is contagious and corruptive (In a good way). 

Enthusiasm is the driving force of the feeling a customer gets in their bones after they have dealt with you , and they look forward to retrieving that same feeling the next time they deal with you.  People don’t usually remember the deal they got with you, the steps it took to get there, but they never forget the feeling they got when they did business with you.  Never think your too big for what it is you do, and be enthusiastic doing your job.  Do Your Job With Passion.

Do Your Job With A Purpose

Passion is the driving force of your purpose, and creates the feelings needed to start and keep the business-consumer relationship going and growing.  Purpose in what you do proves your are the professional they were searching for when they set out on their journey to buy and spend their money. 

As I stated above no matter what your role is do it with a purpose.  The purpose of holding your role and doing it efficiently with pride.  The purpose of helping your fellow employees fulfill their role and job.  The purpose of starting small and growing big.  The purpose of starting out pushing a broom and growing to running the company.  The purpose of learning from the vets, and eventually leading the rookies.  The purpose of not creating or fueling a problem, but offering or creating a solution. 

Have purpose in everything you do, with everyone you meet big or small and you will have fortune beyond your goals in all aspects of your life.  Just do it for 40 days and you will see what I say come to fruition.

Because to truly be successful at anything in life you need to do it with a purpose.  To truly fulfill your purpose in life you need to be passionate about what you are doing, no matter how big or small.  Do what you do with a purpose, and do it passionately.

Another Motivational Blog-Post written by Noel S. Walsh I.  The owner, lead trainer, lead writer of 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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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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