Honesty is such a lonely word!

It surely is true and I am such a believer of being HONEST when looking to find a dealer a solution. Honesty is surely the best practice one MUST be able to deliver at ALL times and YES, especially in the sales world!!

If you cannot be open and honest about your opinion, the product and or the results then you should probably not be representing that product or company. I am honestly sick of all the sales pitchy nonsense that sales people pitch daily that sounds so scripted and the stories told behind the "pitch" to get that contract signed ASAP and gain the customers $ ASAP. So much promise up front can never be a good thing.

I have learned that identifying a clients needs and a true solution offered is what a true salesperson would offer. If I am unable to provide a service that would allow my dealers to thrive and succeed then I would not even go for the sale but send the dealer to the right corner to find the solution. To me this is easy " If it's not right for the dealer - then it can't be right for you"! I would much rather have a client for a life time and have the integrity and honesty carry along with that than knowing in my mind that I just am taking a dealers money and waiting for it to go off like a time bomb.

If you are open , honest and upfront with dealers not only does this motivate the new goals and successes for that business but allows you to SMILE daily and enjoy the job that you do. Seeing the success you offer and the end result is so much more rewarding. Yes, I don't necessarily believe in they sales "professionals" telling me "Then you are not a real sales person"! In my opinion because of what I believe and what i CHOOSE to represent it makes me the best sales person around the block and I will gladly take you on a long term challenge!

Being honest about what you can and cannot do, and taking a long term perspective rather than seeing them as a short-term sales project and your bank account jump up and down and fluctuate like the stock market - its the only way to reach your successes. Same with selling a car, you are finding a solution for a customer, you are there to help! If you can't, then its ok to agree that maybe you are not the right "to turn to" person.

Think about it for a second. If you bought a product, service or a car from someone and later found out that the sale was not geared towards helping you or the sale was geared and intended to take a financial benefit of someone or a company - Would you shop there again?

Thanks - Had to vent ! Just saying :-)

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Comment by Lizelle Landino on October 13, 2011 at 1:09pm: When I was 15 I read a book that change my life - looking back at it now is I see that. It altered my thinking in many ways. Sharing some of my favorite quotes from Nelson Mandela and his book "Long walk to Freedom"

WE ALL HAVE A LONG WALK TO FREEDOM - financial, personal , relationships , careers etc whatever your freedom requires.

“Our deepest fear is not that we are inadequate. Our deepest fear is that we are powerful beyond measure. It is our light, not our darkness that most frightens us"

"I learned that courage was not the absence of fear, but the triumph over it. The brave man is not he who does not feel afraid, but he who conquers that fear.”

“I am fundamentally an optimist. Whether that comes from nature or nurture, I cannot say. Part of being optimistic is keeping one’s head pointed toward the sun, one’s feet moving forward. There were many dark moments when my faith in humanity was sorely tested, but I would not and could not give myself up to despair. That way lays defeat and death.”

“There is nothing like returning to a place that remains unchanged to find the ways in which you yourself have altered.”

“I am not a saint, unless you think of a saint as a sinner who keeps on trying.”

“Resentment is like drinking poison and then hoping it will kill your enemies.”

“You will achieve more in this world through acts of mercy than you will through acts of retribution.”

Comment by Fran Taylor on October 13, 2011 at 11:47am: Great point Lizelle. You can tell someone something and they swear you said something different. That doesn't make you a fibber or the other person. It just means you have a communication problem. It's ok to have a problem but not ok if you don't fix it. So work it out that all are happy and go on with it. I believe if you are up front with no grey areas is the best. This is me, what I will do and this is what you will get. You can be wrong and make an honest mistake . 100% honesty is the best . More people trust you when they know you don't beat around the bush and aren't a yes man all your life.

Comment by Lizelle Landino on October 13, 2011 at 10:16am: I find often many people claim they want a "Career" turns out that they really wanted a salary.

“You can't talk your way out of how you have behaved yourself into”

Comment by Marsh Buice on October 12, 2011 at 1:05pm: Lizelle, spirited and right on!! I would much rather have a client for a life time and have the integrity and honesty carry along with that than knowing in my mind that I just am taking a dealers money and waiting for it to go off like a time bomb.

Awesome job!!

Comment by Lizelle Landino on October 12, 2011 at 3:04am: Craig - I left the Sin City in good time so I am very gladly back from a loooooooooong 3 day work venture. Funny how Vegas has the ability to make 3 days feel like 3 weeks :-) Appreciate the feedback Craig, its been a rough week what can I tell ya :-)

I value my position very highly "not as sales - don't like the term" but being the first source or resource to find a solution,answer or simply an opinion to a dealer , it is simply my duty to be honest. Every situation is always different, every dealer has different concerns and challenges but then again most Sales people would not notice that since they forgot the first step - LISTEN ! A needs assessment kind of spells out the term - determine the need and not the greed.

Comment by Craig Bunkoske on October 11, 2011 at 1:50pm: Totally agree, Bobby. And in a dealership, it is a steep uphill climb when the preconceived notion about dealers and salespeople is that they are dishonest. Like any industry, there are the perfect examples of this but not the majority. All you can do is believe in what you sell and be fair to everyone involved.

Lizelle, I love the "business law" comment. I just grinned when I read that because it was by the far the best class I had in college. Well that and business ethics. And contrary to many beliefs, that is not an oxymoron :) Great quote about everyone having a price but not many have a value. Spot on!! I was just talking to a rep from a bank that is in the process of merging with another indirect bank I deal with. I have done most of my business with one and have stayed away from the other due to their "after the sale" customer service. The bank that I have refused to do business with due to what I perceive as bad business practices will be using their location and staff to take over the new bank. I told her very candidly that customer service is our top priority. I have actually used the bank I have dealt with even though they have had a higher buy rate than the other bank just because of their service to the dealership and more importantly the customer. I guess what I am saying in this long winded comment is that the reason I chose to go with the bank I have for years is due to their value to us and the customer and not solely on their price (rate).

Looking forward to reading more blogs from you. Loved the pics from the conference. Have a drink for me too :)

Comment by Lizelle Landino on October 11, 2011 at 11:20am: In Fact I would recommend that every single person read Grant Cardone's 10x rule book! I bought it in July I believe and I read it TWICE! Step up every little thing you do in life and use the 10X rule!

Comment by Lizelle Landino on October 11, 2011 at 11:01am: Craig! Thank you for sharing my views bud! Oh how it is music to my ears! You know what - in this day and age of selling cars or a matter of fact selling ANYTHING - people count their dimes twice - people want to be acknowledged and feel that they are being helped, served and an honest solution has been created. If you have one customer that gained your respect and trust - they will NOT ever go anywhere else nor will their friends and family. Repeat the same practice of "business law" 20 times and see how many more customers you have already.

Everyone has a price - but not many have a VALUE!! I WILL always pay MORE if i understand, trust and are educated on the value! Forget the end $$ number, listen to people, acknowledge the need, help because you know the product best - If it still is NOT right for the customer - Kindly acknowledge that you might not be the answer - People respect honest opinions and honest solutions. Guess what, they 99.9% come back because the rest are full OF BS. Your value has just grown by 200% and your job is to carry out the task and promise set forth by how valuable you have just become. Thank Craig - Kick ass this month!!

Comment by Craig Bunkoske on October 11, 2011 at 9:53am: Loved the blog, Lizelle. This is what I live by in F&I especially since I work in a small town and for a second generation, family owned business. We call the pressure selling tactic "big city" selling around here :) Get them once, get as much money as you can from them, and if you see them again "Great". If not, another one wil come in the door. Can't do that here. Need the repeats and referrals. Awesome advice. Keep the preaching :)

Comment by Lizelle Landino on October 11, 2011 at 6:40am: Haaa - I think I bought it once, then it started to get stuck in my head...Its not CLEAN if ITS NOT OXI-CLEAN" Sounded like a bunch of bs right about then lol. I don;t know just saying