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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The Greatest Salesman I Ever Met

I’ve traveled the country and spent most of my life in car dealerships. I’ve been in 100’s if not 1,000’s of car dealerships. I spent countless hours learning sales, people and processes and teaching and coaching sales. In all my years I can tell you who is the best Salesman I’ve ever met.

I’m sure my answer will surprise you… Literally with me having trained 1,000’s of sales people in one form or another, having regular conversations with top producing dealers, GM’s, managers and salespeople. I can say I have talked with some of the best in the business. After analyzing what truly makes a salesperson great I came to the conclusion the other day of who is the best salesperson I ever met and I’m going to tell you why.

The best salesperson I ever met, does not fit the description you are imagining. In a sense he’s self-taught, although always willing to learn and figures out what works and why it works. He is aggressive and tenacious, yet kind and considerate. He does not get offended by rejection, nor does he respond to rejection. When he hears a no, it has no effect on him and he continues to ask for the sale. When a door shuts in his face, he opens that door and chases that opportunity until he gets the result he set out to conquer. He uses his talents to be confident, persuasive, charming, witty and at times undeniable. This salesman I speak about is impeccable in his process and uses what works continuously.

Below I am going to list the traits of what makes this salesman the best salesman I’ve ever met.

Aggressive & Tenacious

The greatest salesman I’ve ever met has the skill to be aggressive enough to go after what he wants. He sets his focus on goals and goes after those goals. He has a purpose for his goals which creates his wants and why. After he has set his goal, identified the purpose of why he wants this goal he devises a plan. Now that the goal, purpose, and plan are in order, he takes action. In his action he implements what he has learned in the past that is effective and creates results.

The tenacity that this salesman carries is like no others. He does not let a no persuade him to stop, rather he takes the no in stride and keeps going after the sale. When a roadblock surfaces in front of his focus he either breaks through that roadblock or finds a way around it. He does not take no’s personally and does not see a no as rejection, rather time to regroup and try a different strategy. The tenacity this salesman has is unparalleled, should be admired, and duplicated.

Kind & Considerate

Although not always the traits people think of when they think of a great salesperson being kind and considerate is appreciated and well responded to by the customer. When you are kind you show the customer you care to truly serve and accommodate their wants and needs. Customers feel sales people don’t care about their best interests and only care about making a sale and earning commission. This is where the best salesman I’ve ever seen owns his clients, as he is affirmative, but also posses true kindness to accommodate his customers in their best fashion. Although aggressive and tenacious, the best salesman I’ve ever seen is also kind.

One thing the best salesman I’ve ever met does is show his clients and potential clients consideration. Although he is focused solely on a sale, he realizes you get there by having a happy and confident customer. This salesman is considerate of the customers time, communication preferences; verbal and non-verbal, and comfort zone. He pushes the customer when they need a push, and reassures the customer when they need reassurance. The best salesman I ever met know’s how to make the customer feel confident and comfortable in the buying decision by being considerate.

Talent & Confidence

The greatest salesman I ever met is aware of his talents. He knows why he is desirable and what makes him desired by his clients. Knowing that his charm softens his prospects and his wit shows knowledge and skills. He is aware when he rolls these out in an effective process and proper timing he is hard to resist. He uses his knowledge and shares his passion enthusiastically which therefore gets the customer excited and enthusiastic about what he is selling.

This salesman I speak of is very confident in his approach as well as delivery. He knows what he wants to accomplish and he is irresistible to deny. His confidence is attractive and captures his clients. The fact that he knows what he wants, communicates his message in a confident and constructive way makes him undeniable and his service irresistible. Confidence is King and this salesman carries that confidence and shares that confidence with his clients while he walks them through his process.

Not Offended by Rejection

One of the traits that makes this salesman so effective is the fact he is not offended by rejection. He is so confident in his message and services, that when he does face rejection he doesn’t respond. He keeps going after the sale until he makes the sale or identifies why it’s not a fit for his clients. This salesman will go after another client or keep himself busy until another opportunity reveals itself. One trait that truly sets this salesman apart from the pack is he uses the rejection he faces to regenerate his approach.

Being that he is kind and considerate, talented and confident, his aggressiveness and tendency don’t come across as pushy, yet focused and determined. He sets out to accomplish his goals by serving his customers, knowing where he is desired and accommodating to customers. When he faces a no he takes it as I’m just not ready yet and not personal. He realizes it’s not rejection, just and objection, and objections can be buying signs.

I’ve stated the traits that I’ve seen make salespeople success. This salesman has them all and knows how to use them. I told you in the beginning of this article the best salesman I’ve ever seen will surprise you. With all my travels, conversations and training, I’ve met some of the best salespeople, managers, GM’s and dealer principles. The best salesman I’ve ever met is my four year old son and you see why…

When you want to grow into something study. Study people, processes, organizations and find out what you like, and what you despise. After you have learned what is comfortable to you and what is not comfortable to you, implement that in your sales game, and the game of life. Remember sometimes the most effective traits lie in someone we least expect. Always be a student of life, people, and learning and you will always grow.

Another real life blogpost written by Noel S. Walsh I CEO of NW&A Sales Training, Creator of Conquer U virtual sales training, writer, sales professional, sales teacher, father, friend, and husband. Living in St. George, UT. and living Life Elevated.

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

“Conquer U and always Conquer What You Chase.”

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Perception is Reality

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I have been in the car industry for all my life, and employed for 18 of my 37 years on the planet breathing air.  I have never witnessed an industry that get’s so much bad press and ridiculed like the Car Business.  It seems every customer who has a bad day or a bad experience hammers the car business and down plays the industry, the people who work in it and the integrity of the business as a whole.  Well here’s my outlook, intake, out-put and reciprocation on all the bad press, the reputation and the glorified horror labels that punish and criticize this business.

In the car business and the industry in general I have met some of the highest character, hard working and just overall good people compared to any other industry.  On the flip side of the coin I have met some of the lowest, most conniving, high pressure people in this industry as well.  How does the car industry: the dealerships, sales people, owners, manufacturers and everyone else in this industry compare to the other thousands of industries out there?  Well let’s make a little comparison to some big named, highly touted and respected companies who are hated on and can only do wrong, or absolutely do no wrong.  Let’s get started with the one many also hate.

The banking system… Ooh yes they are responsible for all those foreclosures and people losing their houses, it’s all their fault.  If you believe this, you need to do more research.  Now by no means am I a bank advocate or sticking up for some of their predatory lending, and especially what they did to so many small businesses.  However if someone bit off more than they can chew, the economy takes a dump, whose fault is it?  I have many friends and even family who lost their houses, but if they over-extended themselves, were living paycheck to paycheck, whose fault is that?  You probably wonder where I’m headed with this, so let me do a swan-dive right in.

So I had so many accounts with so many banks and financial institutions, my wife was sick of all the statements; not lying so was I.  We had a decent sized bank from the Midwest, but the fact we were moving to the Southwest we knew we needed a new bank.  One thing I appreciated about my old bank was going in, seeing the tellers face, having them as well as asking them and talking about each others families, activities and had so many great conversations.  I could get instant statements, ask questions, confirm any discrepancies and handle everything and anything I needed to handle on my account.  I would go in twice a week and my wife once a week.  We felt like friends, had great relationships and the bank was good for 10-15 car sales for me a year through there business and the referrals and repeats I would get out of that branch.

Well they started nickel and diming me and the fact we had moved across the country we closed all five accounts we had there.  We had been contemplating who to switch our business too.  We chose Chase, nationally they had a bad reputation from the financial crisis, but I had all my business accounts there and they always treated me good, had a great rewards program, excellent customer service and offered a lot of different options for me the consumer and for my business.  The biggest pull for me was their customer service; that’s where I made my money was taking care of the customer and is something I appreciate.

Chase was great, they had a great app and was easy to use online.  Well I think that is where they lost touch with customers like me.  I still liked that warm and fuzzy feeling of walking into the branch and seeing familiar faces with answers to the questions I had, which I usually received.  It seemed every time I walked in with a deposit they quickly walked me out to the ATM to make the deposit.  Here I would handle my business, leave the bank and realize there was a question I forget to ask.  I did not have that engagement, feeling of being appreciated and that business to customer relationship I was partial to. I had more of a feeling of stocked cattle being pushed through the most profitable process.  Then when I went to do online banking the move information I had verified; emails, work numbers and in some cases address wasn’t upgraded from my visits and online changes.

I told someone of this and they replied “That’s just the way things are now.”  Is this true?  All this talk of engagement, customer satisfaction and serving the customer is just to sound good?  Just to sound like they care and the customers wants and needs are what’s most important.  Soaking this all up as a customer satisfaction expert, to me is a farce.  I think the car business is on the right track to fix the holes in the system and process and some of the big companies are out to paint a picture with little reality or truth behind the painting.

My next realization the car business is making big strides and big business is all about making big profits is my latest dealing with Verizon and Apple.  I have dealt with both companies with many devices for well over five years, Verizon for close to 10 and Apple since they opened up to carriers other than AT&T.  I had my six month old $749 IPhone 6 completely die on me while at a major convention where I needed it more than ever.  With a booked schedule and dealing with both stores before I decided to use my four year old IPhone 4 to get me through until I got home a couple days later.  I went to the Verizon store and was told I was covered under warranty and would have a phone shipped in 2-3 days.  I asked about upgrading my current phone to the 6S Plus.  I was aware there would be a premium to upgrade and knowing I owed on my phone ( which I wanted to pay cash but they talked me into financing at 0% ) I thought I could get out of my phone and pay the upgrade charge.  No such luck, I was offered $295 for a phone I paid $749 for six months prior and I still owed $549.  I don’t crumble on the first no with years of sales under my belt, so I talked to Verizon when they called for a survey and nothing.  I asked to talk to a supervisor waited 30 minutes and nothing.  I called apple waited on hold and they pushed me back to Verizon you guessed it did nothing.  I finally received my phone and went to the Verizon store.  The staff was friendly, when I told him what a inconvenience it was at the worst possible time, he said I could go to the Apple store and not to rate him bad on the survey.

Now all this might sound like a bad review, but there is a method to my rant.  I even said this to the last Verizon guy, if you bought a car and had major issues that had a negative impact on a time of need in your life would you want the same replacement?  He said no.  I said what if you wanted to upgrade to a better model willing to pay the upgrade difference and in six months time your car had depreciated 60% would you want to call federal agencies, the BBB and consumer rights advocates?  He said yes.

The point of the post is as hard as the car industry, automotive dealers, vendors, manufacturers and everyone else involved with this business are trying to change the image, I don’t know if they ever will and if it does ever change it’s going to take a long, long time.  Now on the flip side the number one phone carrier and the maybe number one technology device producer as well as one of the largest banks in the world continue to treat customers like a profit factory, yet their reputation may slightly diminish if not grow.  So this is where the realization of reality comes in; it’s not what you do it’s what people perceive you do… This is truly a case of Perception is Reality and it’s not what you do for customers but what your reputation is what you do for your customers.

Another real life blogpost from Noel Walsh CEO of NW&A “Conquer What You Chase” Sales Training as well as the Teacher and Creator of Conquer U online virtual sales training.

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

 

 

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What Are YOU Afraid Of?

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I wonder this all the time… What are sales people, and really what is everyone in general afraid of?

You should be afraid of nothing but your own lack of effort, I mean honestly you know there is no bogey man, right?

So what is it that fears you? Is it rejection, not being liked, or accepted? If you want to be a Sales Professional or an Entrepreneur you must accept loss, failure and rejection as well as many other set backs. You will fail at times, but knowing that you will eventually succeed! Life will not always be easy, pretty or at the least likable. In the end you will make it work, and you will harvest what you sow.

 

“The only thing we have to fear, is fear itself.”

One of my favorite quotes and quite motivating and inspiring when you stop and listen to the quote, don’t you agree? I do in more ways than one, but ultimately in the words and context that was written and received by so many. Are you ready to receive the inspirational words of motivation and take the actions to keep yourself going forward and your set backs in life getting smaller?

Are you willing to make the relationships in front of you prosper?

YOU may very well have pre-conceived notions of who, and what, to choose to want to do business with! This is a powerful opportunity to do right, and leave fear. We all eventually become the five people we are surrounded by the most. So in life choose your company carefully. You will want to surround yourself by people who want to help you grow and serve you. You will also want to make sure you are adding to the relationships you have and not be as concerned what you can get from them, but ultimately what you can offer. When you sincerely give, you will sincerely get. Don’t be afraid to limit your time invested in friendships and relationships where the other person tries to take advantage of and always get the benefit and upper-hand of the relationship, ultimately you will invest much more than you receive.

You want to make the right decisions in company and in business, but you can never let fear guide you. In life and in business you will make poor decisions, you will do business with un-fair and unethical people, you can’t let this stop you from continuing to grow and make new relationships. Part of growth and success is mistakes and taking risks. Our risks will not always equal rewards, but our mistakes and failed risks will create lessons and experience.

Don’t be afraid to make mistakes, but don’t be too foolish to learn from them.

I once read an interview between a journalist and a billionaire. The journalist asked the billionaire three questions.

Journalist

“What would you say is your number one secret to being so successful”

Billionaire

“Two words…No mistakes”

Journalist

“What would you say is your ability to not make mistakes”

Billionaire

“One word…Experience.”

Journalist

“How would you say you gained the experience not to make mistakes.”

Billionaire

“Two words…Making mistakes.”

So if you see the wisdom from the billionaire, it was the experience he learned from his mistakes that put him in the position to not make mistakes, or at the least make mistakes less frequently and less costly mistakes. Don’t be afraid to take risks. Yes, you will have failures and losses, but in those failures you will gain the experience and life lessons needed to succeed.

Take chances, take risks, and don’t be afraid of failure. Consequently learn from your failed chances and risks and gain the experience not to make them again.

“The definition of insanity is doing the same thing over and over and expecting different results.”

Don’t be afraid to learn new things, or pick up new skills.

I’ve always been told by those I respect and who have charted the paths in front of me, “Noel you will be successful, because you aren’t afraid or too proud to learn.”

This has always stuck with me in my ventures and the risks that I have taken in my life and career. Every time I did the things people told me not to do, that I thought were the right decision, they ended up being the right decision.

People told me not to get into car sales, it was a dead career…I made $2,000,000 in commissions and mastered sales.

When I switched dealerships, people told me not to do it, the new dealership was too big and I would fail…I became the top sales person and tripled my income.

When we bought our first big house people said don’t do it, it’s too much for you…We sold it for 50% over what we bought it for.

When I started NW&A, people said your just a car salesman and don’t waste your money…I have grown my business on many different fronts, and if I didn’t take the risk the sales people I’ve inspired and helped grow may not have.

When we moved across the country, leaving behind a life people dream about, they said I was crazy and thought I lost it…We now live a life of abundance, abundance of doing the things together as a family we enjoy.

If I had not confronted my fears, taken risks, and gone against the popular opinion, I would not be where I am today. So what I tell you is don’t become complacent in life. Don’t go along with the popular opinion and comfortable life if you know there is more inside you than that. Believe in yourself, take calculated risks, leave fear at the door, and always “Conquer What You Chase.”

Another motivational blogpost written by Noel Walsh CEO, Teacher, Coach & Consultant from NW&A “Conquer What You Chase” Sales Training and now Conquer U virtual training.

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

 

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What is YOUR Idea of Customer Service?

IMG_0497What is YOUR Idea of Customer Service?

I want you to think long and hard about this…

Customer service is your brand, your image, your reputation and what people remember you by and how they positively or negatively promote and advertise you. Customer service is the most important part of building your business, your brand and your reputation, online and in real life.

“People don’t  always remember the deal they got, but they will always remember the feeling they had when they got that deal.”

Humans; people are the most emotional animal. Next is probably a dog then a horse and the list of next in line continues. That’s why a dog is considered man’s best friend and horse people, will let you know how much they love their horse. Passionate people are ruled by their emotions. They are often short-tempered, loving, giving and quick to hold a grudge and then open their heart to forgive. This post isn’t about human feelings, but I want to open your mind to what the customer in front of you is perceiving when they deal with you.

People will remember bits and pieces of the “Deal” they got when dealing with you, but emotionally and sub-consciously they will always remember how you made them feel. If you bashed them about their low credit score, or low budget, they will remember dealing with you in a way that made them feel less, small, and inadequate. I ask you, “Is this what you want your customers to remember you by.” Whatever your client/customer is buying from you, it’s for a reason. It’s to fill a want, need or convenience… How you deliver this is how they will remember you.

I remember buying our first house; which we still own as a rental. Our budget was $125,000 in good town in a good county in Michigan. Our realtor laughed at us; a uncomfortable feeling of feeling inadequate. We then went up to $150,000 only to have three houses in the towns we would consider to look at. We ended up buying a house which our realtor was a double agent on at $159,000. We actually offered $154,900 and the fact our realtor ( the sweet little old lady she was ) who had done business with my wifes family changed our offer on us. Being young and “Trusting” this sweet old lady, who was a friend of the family, we signed and didn’t figure out the price bump until going to the mortgage company to finalize our loan. Needless to say I was livid, called her and she said “That’s the offer you signed and if you cancel it you will be out your $2,000 good faith money.” Wow, the sweet little old lady quickly turned into a shark when called out on her unethical behavior.

The moral of my story, was to reach you with a true story that I went through. I want you to fully understand the message. If that realtors greed and “Want” to close the deal hadn’t got the best of her, she would of had a customer for life. We would run into each other around town, with an uncomfortable feeling. I told many customers and friends of my experience. If she had went after the deal with a true Customer experience in mind, she may have made a little less, had to work a little harder and not had to try and dodge me around town. I would of sent her at least 10 referrals, bought our next house from her; that we bought five years later for double the price and talked her up rather than down.

What I want you to identify here is what is the feeling your leaving your customers with. Was it a feeling that their need/want/inconvenience was accommodated in an ethical way that truly served them? Did they leave feeling better than when they arrived? Did you make everyone in the party feel comfortable and fell like they were part of the process and engaged in the decision making process? Did everyone get to see and feel the real you? If you aren’t answering yes to all these questions then you aren’t creating the feel of the deal.

Like my Dad always taught me “It’s not the deal they got, it’s the feel of the deal they got.” Make that feel of the deal, because that’s what sales professionals do…

Customer Service doesn’t end at the sale, it doesn’t start after the sale, rather Customer Service accelerates after the sale.

“If you aren’t engaging with your customers after the sale, your losing traction.”

When someone has Trusted You with their purchase, Congratulations You Made an Impact. Now you haven’t ended you’ve only begun… Take advantage of this opportunity and monetize. Yes I used the keyword that has been banished by so many, but is the reality of sales; Monetize. Make your actions create action and kick tail, push yourself forward and make yourself the money your worth. Let’s face it “money is the root of all evil, but it’s quite hard to live without.”

If you aren’t using the presence you created to engage and create repeat and referral business you aren’t a sales professional. Yes, I said it Your a Salesperson and not a Sales Professional. See how salesperson is One word and Sales Professional is two words? This means your working at half speed, half capacity. Don’t let this happen to you, spend the extra five minutes to give your customers the full you. Be Real, be Genuine, be Integral. This is where it starts and if you start it doesn’t end. Identify your customers wants/needs and the convenience they are trying to achieve, because that’s what being a Sales Professional consist of; being of Service to the Customer which they appreciate and enjoy the feeling they get from just that.

Now you know what to do, but I ask are you doing it?

#ConquerWhatYouChase

Another motivational blogpost written by Noel Walsh the CEO| Head Trainer| Lead Writer| Author| Motivator| Consultant| Creator of “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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Conquer Advertising

Conquering Advertising Through Social Media

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I will explain how utilizing Social Media is a great way to advertise and promote your business, as well as look for new clients and effectively approach.

One of the fastest growing streams of marketing and advertising is social media. This is no surprise, nor is it a brand new phenomenon. Since social media has rolled out on the scene some 10 or 15 years ago; depends on which one you follow the most, social media has not slowed nor shows any signs of slowing down.

That’s nothing new

This is no new news to anyone in marketing, advertising, sales, or plain anyone who spends a couple hours a week: or a day on social media. The problem is so few are effective at properly utilizing and taking advantage of this incredibly huge and unbelievably cheap platform to reach hundreds or thousands of customers. Many are right in your market, community, network, and within reach. The real problem that lies here is being able to effectively reach these customers in a way that engages them.

So What Am I Saying

I spend hours a day on 4-5 social media platforms mainly in this order of time and consistency:

Facebook

Twitter

LinkedIn

Instagram

Between the other handful of other social media outlets I will spent a few minutes a day, or maybe up to an hour a week. I was watching some videos, reading articles, and surfing around on blogs on how to make a effective post. I then pulled up some notes from a marketing conference I was at five years ago. Guess what…. What people were sharing in videos, articles, and blogs hadn’t changed from what I had learned and taken notes on five years ago. The game of effectively converting social media into prospects, then clients has not changed much in five years from what I read recently and what I learned five years ago.

So What’s My Advice

My advice is to do research on potential clients or groups. Post, and share things on social media the the potential client or group would be interested on clicking, watching, or straight up being a part of. If your after a client who is into cars, share an article about some limited production hot new model that is being unleashed soon. Comment on their post about there cars and say, “Ooh by the way, I just shared this article about the new Ford GT on my page, I’ll tag you in the comments.” The same can be done with some who likes to workout or eat healthy, share what they would want to read, find interesting, and gain value from. You are able to share this information and know these things by being engaged with your network and market.

“People don’t care how much you know, until they know you care.”

How Do You Make This Work For You

1. Research your clients, your network and what their interests are.

2. Engage the clients post to show you have a true interest in them as a person.

3. Share an article, blog, picture, video, book or anything they would find interesting and gain a true value from.

4. Engage with them, and gain feedback on what they thought of what you shared, and “Ask was what I shared helpful or interesting, funny, ect. to you?”

5. Keep engaging without trying to sell, try and share with them a free service of yours.

6. Set up a meeting, a phone conversation, or any means of verbal or physical connection to explain your services and how you feel you could add value to them, their team, and their organization.

7. Ask for the ability to earn their business and move the relationship to that of a business partnership.

Here are valuable nuggets I’ve learned and executed with social media over my career in car sales, coaching, training, and relationships in life in general. I hope you find them useful.

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

Noel Walsh CEO of NW&A “Conquer What You Chase” Sales Training

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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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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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