Our video series, Be Aware of Your Business, has been taking you on a journey of self-discovery. It’s all about awareness, folks! And that presence in every moment, that goodness that you bring to the lives around you, that ease in who you are is going to move your business to that next level. Let’s continue our discussion from last week, and really press in on that apple tree.
You know who you are, and you know what you’re doing. You see the people around you, what they want, and you’re paying more and more attention to what they need. When you are who you are at your best, people will WANT your help. You will not be looked at “like a car salesman.” You’ll be seen as a trusted advisor - someone who is FOR people! I invite you to watch this week’s video, and step into your business!
Here's the lunacy.
The dealer gives you inventory, training, technology, management support, clerical support, tons of resources; and for some reason as sales people, we have decided that the best way for us to do our jobs is to wait for the next apple to come into our store in the form of a floor Up, a phone Up, or an Internet lead. That's crazy! There are sales people in our industry who have had neighbors buy from other sales people at the same dealership. They've had friends buy the same type of car from somebody else they don't even know at another dealership. They've had relatives buy from someone else. All because we have decided that the best way to do this business is to wait for the apple to fall off the tree and roll into the store.
Successful sales people don't do business that way. Successful sales people climb up the tree, and get in amongst the apples. They talk to everybody they know. They touch every apple. Their focus is on their tree, not whatever tree the dealer is throwing money at this week. Successful sales people are connected to all the apples in their tree. When an apple gets ripe, it falls right into the sales person's hand, and they gently place it in their monthly basket.
Those apples are people, and they never get ignored, mistreated, or talked down to in any way. They go straight from the tree to the hand to the paycheck. Profitable sales people know that the business of this business is people. And the key to massive success is not just building relationships (anybody can do that) but it's maintaining those relationships for life. It's staying connected, and staying in the service mode. When you’re 100% relationships, that’s when it all feels a little easier. You've heard Ali say,
"Yeah, I sold 180 cars, but it just felt like there was more I could do."
Because his sales process is so smooth, he doesn’t feel overwhelmed. He doesn’t even feel busy. He just knows that there's always more he can sell. This is not a model that only works for Ali Reda - it’s for YOU.
Tell us in the comments below, Are you ready to begin?