This Month’s Selling Principle:
Happy Holidays! I hope you and yours have a wonderful holiday season.
It’s the end of another year. Will this upcoming one be better than the last one for you? Have you set your short and long term goals for next year yet? If you haven’t, today’s a real good day to get it done. I’m sure everyone knows how important this process is to our success. I’m also sure that most of us already know how to do this, but just in case you’ve lived in an igloo for the last decade, click here for —> Some Goal Setting Basics. (There are several other takes on this subject in the Articles area of our website.)
Some suggestions? Let this be the year you finally; set up your own retirement portfolio, set up your child’s college portfolio, set up a vacation savings account, and fund them all each month BEFORE you pay your mortgage. Go on real dates with your spouse on a regular basis (once a quarter does NOT qualify as a regular basis). Write or call one of your mentors each month. Systematically get out of debt, and finally start your daily exercise routine. Call your dad and ask him which books meant the most to him and read at least one of them each season. Watch your child at sleep for at least five minutes each month, watch your child at play for at least one hour each week, play like a child yourself every chance you get. Learn (practice until mastered) one new close per week, learn (role play until mastered) one new objection strategy per shift, find someone to mentor and do it. Regularly use video, social media, and other digital marketing tools to capture market share and drive traffic to you at the dealership. Sit down and put on paper a “things” wish list with your spouse (and check things off and add to it every New Year’s Eve). Paint something, learn to play an instrument, plant something, give back to the community.
I’m sure you can think of even better ones on your own. So get to it! Also, remember to take the time and list out the reasons WHY you want to achieve these things, whatever they are. It’s one thing to know what we want to do and when we want to do them, it’s another to know how to get them done. But all of the planning in the world is meaningless unless we also have in the front of our minds the whys. Generally speaking, the person with the biggest WHY usually wins!
So, until next time, be well, and do good work!
Michael D. Hargrove
“He who obtains has little. He who scatters has much.”
Objection of the Month: “Just looking/not buying today.”
These are just a few of the most common strategies shared at the workshops we’ve conducted all across North America and attended by thousands of the top sales people in our field. Please keep in mind that nothing works all the time, and no one thing will work for everybody. Each of these strategies, of course, need to be tailored to the individual user, to the specific customer, and the particular situation. Also, this is by no means the definitive work on overcoming this particular objection and it’s not intended to be.
a. “Great! That’s the first step of ownership. Let’s look together. Were you interested in a four door or a coupe?”
b. “Great, we encourage that sort of thing around here! Some salespeople get turned off when they hear that but not me! I realize that looking is a necessary part of owning so let’s get to know one another and look together. Were you interested in a previously owned car or something new?”
c. “You’re just looking? Well, we might be related ’cause I’m goofy looking! Nice to meet you! So, what brings you to our store today? “
d. “You know, I love that line. My sweetheart said that to me when we first met. We’ve been married now for seventeen years. To me, that’s the opening line to a wonderful relationship! Now, in order to save you some time, may I ask you a couple of quick questions?”
e. “That’s the reason I’m here! Isn’t the beginning stage of owning something exciting? Let me be a resource to you. You can pick my brain and save lots of time and aggravation. Were you interested in a two door or a four door?”
f. “Let me make sure I’ve got you right. You’re just in the investigation stage right now, just gathering information, and you’re not going to buy today. Is that right? Good, we welcome that here. I know it turns most other salespeople off but not me. You see, we’ve worked hard to create an environment that’s comfortable for customers just like you who want to shop around without feeling pressured or hassled. So, I want you to know, YOU ARE IN COMPLETE CONTROL, okay? And as far as you not buying today, I also want you to know, that you always have the right to change your mind. Fair enough? “ (We need to make sure we say this last sentence with a smile on our face while looking directly in our customer’s eyes.)
g. “May I ask you something? Do you go to the dentist’s office just to read the magazines? I know that’s a silly question but I promise to make your visit here with us a lot more comfortable than your last dentist visit. May I do that for you?”
h. “Glad we got that out of the way because some salespeople will try to force you to buy when you’re not ready…but I’m a professional. I’ll make sure you get all the info you need, so that whenever you are ready, you’ll be able to make an intelligent car buying decision. Sound fair? “
i. “No problem, Sir, today’s not my last day either! So, whenever you are ready, I’ll be here to help you then too. Now, were you looking for a brand new one or a previously loved one?”
j. “Not buying today? Well, Sir, that would be our fault, not yours. Did you have a specific model in mind or are you still trying to figure that out?”
k. “That’s what most people do. What I’ve discovered is that most people just want to find a car they like, get figures on it, and then think about it. Is that what you two had in mind?” (When they tell us ‘yes’, we continue with,) “I’d be happy to help you with that.”
Next month’s objection will be: “We need to think/sleep/pray about it.” We need YOUR input!!! Please forward your ideas on this one, or your suggestions on which objection to cover next, to firstname.lastname@example.org.
“Always bear in mind that your own resolution to succeed is more important than any other thing”.
by: Shari Smith, A 4th Course of Chicken Soup for the Soul
Even at the age of 75, Thelma was very vivacious and full of life. When her husband passed away, her children suggested that she move to a “senior living community.” A gregarious and life-loving person, Thelma decided to do so.
Shortly after moving in, Thelma became a self-appointed activities director, coordinating all sorts of things for the people in the community to do and quickly became very popular and made many friends.
When Thelma turned 80, her newfound friends showed their appreciation by throwing a surprise birthday party for her. When Thelma entered the dining room for dinner that night, she was greeted by a standing ovation and one of the coordinators led her to the head table. The night was filled with laughter and entertainment, but throughout the evening, Thelma could not take her eyes off a gentleman sitting at the other end of the table.
When the festivities ended, Thelma quickly rose from her seat and rushed over to the man. “Pardon me,” Thelma said. “Please forgive me if I made you feel uncomfortable by staring at you all night. I just couldn’t help myself from looking your way. You see, you look just like my fifth husband.”
“Your fifth husband!” replied the gentleman. “Forgive me for asking, but how many times have you been married?”
With that, a smile came across Thelma’s face as she responded, “Four.”
They were married shortly after.
The “want to!”
by: Source Unknown
I remember the night in Miami when our son, Ian, was just five years old. We were staying with relatives and it was his bedtime. When I looked at the living room floor, I knew we had a problem. Toys were all over the place. “Ian,” I said, “you need to pick up all those toys before you go to bed.”
“Daddy,” he said, “I’m too tired to pick up my toys.”
My immediate inclination was to force him to clean up the room. Instead, I went into the bedroom, laid down, and said, “Ian, come here. Let’s play Humpty Dumpty.”
He climbed up on my knees and I said, “Humpty Dumpty sat on a wall. Humpty Dumpty had a great fall.” And he fell. Ian laughed and said, “Let’s do it again.” Well, after the third “fall,” I said, “Okay, but first go pick up those toys.”
Without thinking, he ran into the living room and in ninety seconds he finished a job that could have taken half an hour. Then he jumped back on my knees and repeated, “Daddy, let’s do it again.”
“Ian, I thought you were too tired to pick up those toys.” He answered, “I was, daddy, but I just wanted to do this!”
We can finish any job when we have the “want to!”
“Once you have learned to give, You will have learned to live. The law of harvest will reward you highly in material and emotional benefits and give you the things you desire.”
New Life Summary
Upcoming Public Events:
Retail Automotive Sales: The Professional’s One Day Workshop
“If you say that you don’t have the money for this, that means you have to go. This time I spent today with Michael was the best choice I have made in a long time. Do yourself a favor and listen to this man”
Evan Wireman, Sales – Herzog-Meier VW
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“Good workshop. Michael is obviously a knowledgeable professional. I Loved the objections and the way he handled them. He is someone I think I can definitely learn from.”
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Date(s): December 8th & 9th, 2020
Location: Shilo Inn Portland Airport
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Date(s): February 9th & 10th, 2021
Location: Hilton Garden Inn Clovis
520 West Shaw Ave.
Clovis, CA 93612
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