Put In Your Time and Talent

Just like anything in life if you have a dream, act on it, set goals and put in your time, talent and energy to work anything is possible. After a lot of time, hard work, and money spent my dream came true…“Conquer What You Chase” is now a registered trademark.

I will have a press-release posted soon on this website. Keep an eye out for future Products and Buy “Conquer What You Chase” Products at http://nwnasalestraining.com/services/products/

NW&A “Conquer What You Chase” Sales Training & Consulting and “Conquer What You Chase” Products are e Registered Trademark of NW&A “Conquer What You Chase” Sales Training & Consulting and Noel Walsh from Ann Arbor, MI.

I Was Raised Doing The Responsible/Right Things Lead to Advantages In Life!

I was raised that if you did the right thing, paid your bills on time and saved your money, you would be rewarded by society and have a self respect you should be proud of. I thought this kind of mentality would last forever. Unfortunately that isn’t so anymore. I went to refinance my house recently and after talking to friends, peers, customers, and neighbors I found out I don’t qualify for many government programs or the lowest rates because:

1. I have been paying my bills on time.

2. I have equity in my house.

3. I have a high credit score.

Now in my line of work, which is automotive sales having the three said things above constitutes you for the best rates. That is an advantage of free enterprise and companies calling the shots and taking the risks. Now that our federal government took over the banking and mortgage industry you actually qualify for better programs, better rates, possibly some of your mortgage balance cut off, and terms and a rate that people who are up to date do not qualify for. Does this make any sense to you? Now by no means am I an anti-government advocate, we definitely need a government. I have not been at all impressed by the current administration and their plea for hope and change, when big politics and lobbyists are at their all time high. I am however beside myself that ultimately doing the right thing, scrimping on personal spending to make sure my bills are paid, and paid on time actually hurts you when it comes to your piece of the pie (tax dollars spent on you and your family) and interest rates in re-financing. It’s almost like all the responsible hard working Americans are better off getting laid off to collect un-employment with little taxes taken out, quit paying on their mortgage to get their $222,000 balance taken down to $122,000 and get their 5.625% mortgage rate for 30 years taken down to 2% for 40 years not to mention they don’t pay their $2,000 mortgage payment for 18 months so that $36,000 you can sock away to make sure you still get in all your vacations and eating out while you aren’t working or paying taxes.

The Over-Lapping Effects of This Mentality On Our Country.

Now as tempting as it is to stop paying my mortgage to get my balance cut down, and get un-believable rates and terms, I was raised a little better than that. The thing that really scares me are these peoples kids who see this happening in their house and are under the impression that’s how life is the less you do the more you get. I am not saying that everyone who is getting a government backed mortgage modification, or who is on unemployment is scamming or taking advantage of the system. I know there are many hard working people who lost their jobs to un-foreseen circumstances, and are trying their best to do their duty and take care of their family. On the flip side I know their are also people out their who know the programs and feel it’s their right to take advantage of them. What I really think is outrageous is anyone behind in their mortgage gets better rates and terms then someone paying on time. I understand too many foreclosures could tidal wave the whole economy and certain programs need to be made to help certain trying people out, I just can’t wrap my mind around how people doing the right thing are paying higher interest rates. Does this seem fair or make sense to you?

What This Means To Your Sales!

You can still sell in any kind of economy, and make the same money. Sometimes you just have to work harder and smarter than you have in the past. What is going to throw you a curve ball is the mentality that people are going to grow accustomed to. Have you ever noticed that people who work for union’s, the government, or live off government aid expect everything to be done for them and handed to them? That is the kind of mentality Socialism creates, and when you are a 100% commission sales person it dosen’t make any sense to you because you would starve in your profession. These hand outs and special favors to the lazy and over spenders who get special treatment causes resentment from the hard working, ambitious savers. For things to work things need to be fair, and people need to have motivation to work hard and be responsible, or what is the sense?

This article was written to put focus on the disappearance of the middle class, and help point out some of the factors why. As a Sales Professional a Sales Trainer/Motivator, and a Sales Advocate it’s things like this are only going to take away from the talent pool in our profession. Make sure to be aware, vote, and be an advocate of what you believe in.

Another Blog Post written by Noel Walsh owner and lead trainer of NW&A “Conquer What You Chase” Sales Training in Ann Arbor, Mi.

What Brings Customers In?

What would you equate are the reasons your customers are coming in to buy? Are your customers coming into see you strictly because of you, or did a newspaper add, facebook page, billboard, or some other means of advertising bring them in? Well if you are a good sales person it’s most likely some form of marketing got them going, but ultimately it is you who sets the appointment and by taking care of them, a friend or family member that brought them in. When you are a good, sincere sales professional that cares about and remembers what is important to their customers you are taking all kinds of doubt away from them and making their decision to buy, an easy one. Ultimately if you are a good sincere sales professional your customers will come back to see you more often and are still the most effective form of advertising.

Case and Point. I took a fresh up two and a half years ago, during cash for clunkers and sold a young family a car. A year later I leased them a Ford Edge, and a year after that traded them out of the first car into another car. This was three fast deals in under two years in which they called me with what they wanted to accomplish. By building value I was always able to sell them without them shopping around by working hard for them. I made good money on every deal, and received perfect CSI. When they would come in for service I would always say hello, ask about their family’s and hobbies and always remind them “Next time you are in the market to call me, or if they ever hear of anyone looking to have them call me directly, as I will give them the same professional business I have always given you.” This is a line that has made me a lot of money, and is completely true. I work harder for referral and repeat customers ultimately because they are easier.

Make any sense?  It should because since I have dealt with them in the past, or because they were referred to me they are easier to sell. I can and will now ask specific questions to find out how I will get them in a vehicle I have in stock that best fits their wants and budget. I know I have time to get them talking about their family, work, and most importantly themselves which If you don’t know everyone likes talking about themselves. So therefore their is no hard selling really done. I ask a series of questions that lands them on a car that has the size, color and options that best fit their wants and budget.

Since then I sold their parents they sent in to see me, who sent her sister in to lease a car from me and turn in her lease she got from another dealer, and when she came into get hers she brought her daughter who picked up a car from me the next day. That’s a lot of business most dealers would have spent over $300 a customer to get them in. I was able to do it by doing what a good sales professional should do day in and day out. Doing the basics with a sincerity to help your customer accomplish their wants and needs.

So What Brought the Customers In?

What brought the customers in was me, my abilities to deliver what the customer wants and my reputation. It was not ZMOT, true car, a TV or newspaper add, it was Noel Walsh. Don’t get me wrong marketing usually gets the customer thinking, but it is a sales professional who puts the deal together and presents it in a way that over comes all objections. It wasn’t SEO or a dealership facebook that got the people calling me it was me. All forms of marketing are good but YOU are what makes things great for your customers.

Let me know your thoughts.

Written by Noel Walsh creator of  NW&A “Conquer What You Chase” Sales Training and Consulting from Ann Arbor, MI.

Do Habitual Things to Build Your Confidence

We are all going to run out of energy at times. If you can do regular regiments like working out, playing an instrument, or doing an activity that you grow and excel in you will build your confidence. Confidence keeps you High and pushes you to keep moving forward. When you can continually move forward it almost becomes an addiction you keep chasing.

Surround Yourself With Who and What You Want To Be

We are who and what we surround ourselves by. If you surround yourself with negative low-achievers who are jealous and malicious of your accomplishments and ambitions you will begin to slow down. When you surround yourself with positive, like-minded, progressive individuals you and feed from and grow from their actions, energy, and attitude. That’s why when you were a kid your parents, teachers, and people who cared about you told you to be careful who you hang around. Focus on what you want to become, where you want to go, and get there with those around you with the same ideals.

Write Down Your Goals

It’s important to have written down goals.  Have bigger than life goals that are nearly impossible to accomplish, and little goals that you can accomplish anytime, any day. When you have a number of written down goals that you mark off when they are accomplished it naturally keeps you motivated to get things done, and make things happen. Your written goals provide a clear focus, even when there are people, or circumstances that can impair your focus.

Remember focusing on personal goals keeps you moving forward. Surrounding yourself with positive people, and positive actions will keep you motivated to get things done. Doing things that you are good at, in a habitual way will keep up your confidence.

A confident, motivated, positive person with big goals moving them forward is impossible to stop.

Another positive blog post written from Noel Walsh of NW&A “Conquer What You Chase” Sales Training and Consulting from Ann Arbor, Mi.

Write Down Your Goals
I have always had goals for myself.  Little goals that pushed me to push myself to the MAX, and Big goals that I would never quit working to Accomplish because they were nearly impossible to accomplish.  I had these goals in sales and in life, I did this so I would never quit working for them.  My problem was I never wrote them down and focused to check them off.  So I was accomplishing these goals without ever getting the satisfaction to check them off my list, and losing track of some along the way.  Then I worked with a great sales trainer Fran Taylor who had a goal list in his sales training manual, and he was persistent on writing them down.  This is when I learned how important is was to have at least 10 clear goals written down at all times.

Accomplish Goals and Create New Goals

Every time you accomplish a goal, check it off and then write another one down to accomplish. Doing this keeps you pushing yourself to constantly move forward.  Whether the last goal you checked off  was a major or a small goal replace it with another goal; it doesn’t necessarily need to be a bigger goal than the last one accomplished, but it does need to be replaced.  Having  written down goals gives a constant focus on what you want to accomplish in your life, big or small, and in your professional or personal life.  From here you need to constantly find ways to accomplish these goals, and then you can reap the benefits and satisfaction of getting things done!   If you can keep this up you will be amazed in the direction your life goes.

Accomplish Your Goals As A Team

Success is better when it is shared.  When you accomplish goals with family members, co-workers, or employees it creates camaraderie and feels better when the goal is accomplished.  When you are working on your goals as a team you have others to feed off their energy and ideas,  and they can help keep you focused and push you when you need a push.  It feels good  to go over the steps you need to do together to get each goal accomplished, then brain-storm together what needs to be done to finish the goal, and then check it off.  You will use different people to accomplish different goals of course, spouse to pay off a credit card, co-worker to accomplish a project, or employee to help with customer satisfaction.

Goals are needed to conquer success, and written down goals give you a clear focus of what you want to accomplish.  Working together as a team to accomplish these goals, makes them more enjoyable when they are accomplished.  Keep focused on your goals, and when you accomplish one replace the goal with another, and you will be pleased with what you can accomplish in life.

Another motivational blog written by Noel Walsh of NW&A “Conquer What You Chase” Sales Training in Ann Arbor, Michigan. 

Don’t miss out book today!

Take advantage of the opportunity to learn real life prospecting skills and tools from the “King of Prospecting” Fran Taylor. This Friday November 18th at Weber’s Inn in Ann Arbor, Mi. from 9am to 3pm. If you are in Sales and Serious about Growing your Income and Customer Base, You owe it to yourself, family, and employer to Attend!

Want to know how to book today?

If you want to Grow your Prospecting Skills, Call 734-678-4502 or go to http://www.nwnasalestraining.com Come learn the skills needed to succeed with your peers from the Best in the Business in Prospecting Fran Taylor.

This Sales Training Workshop is Hosted by NW&A “Conquer What You Chase” Sales Training and Featuring Fran Taylor the “King of Prospecting.”

Book Today.

The Power of Quantity
The more customers the merrier, right?  Yes a lot of customers is great as long as you can manage, and accommodate all that you have in front of you.  If these customers are new to your business, they are not going to have much patience or trust in you until you earn it.  This makes it tough to properly build a relationship and trust when you have a large amount at once that all have the same perception of you, they do not know you.

Advertising and bringing in new customers is a good thing but your close ratios on completely new customers does not compare to the close ratios on cultivated previous customers.

The Real Results of Quality
The quality of your customers will bring the best results.  When you are going after customers prospecting, over generic advertising will bring in a higher quality of customer.  You are going after a previous customer who knows, likes, and trust’s your business, product, and probably has a relationship with your staff.  These customers are approached, prospected by a more formal approach rather than broad generic advertisement.

Your profit margins and close ratios will be much higher with a prospected previos customer other than a fresh customer brought in with traditional, generic advertising.

What Method Do You Choose
Prospecting the customer base you have the greatest connection already with is the best quality of a customer.  These are the customers who you will have higher profit margins, sell more products to and have smoother negotiations with.  The customers you bring in with generic ads will be chasing a payment and price you advertised with little or no profit to the dealership.  When these customers can’t get the price or payment they came in for, because they don’t qualify for one thing or another will be upset and feel tricked.

You cannot give up on traditional advertising all together.  What you can do to supplement and cut the cost of your advertising budget is prospect. Prospecting can be done on an individual basis when things are slow.  Each sales professional can go off a broad set of prospecting tools, and make those prospecting tools unique to their style and customer base.  This keeps each sales person on their game, keeping busy prospecting their customers.  Doing this in a fun, and clever way to keep your name and face in front of your previous customers, their family, and friends.

Do you want to learn the skills and tools of prospecting to keep you productive through the down times?   Then come see the legendary “King of Prospecting” Fran Taylor from Taylor Techniques in the Southeastern Michigan/Detroit area Friday November 18th at Weber’s Inn in Ann Arbor, Michigan.

Another motivational blog post written by Noel Walsh creator of “Conquer What You Chase” Sales Training in Ann Arbor, Michigan.

SALES TRAINING WORKSHOP/SEMINAR
Would you send your sales staff, or as a sales professional or manager attend a workshop to grow your sales prospecting skills? Would you like to see one of the best Sales Trainers in the Industry Fran Taylor the “King of Prospecting” from Taylor Techniques teach you to do these things?

SOLUTION
If these are things your interested in, then contact Noel Walsh creator of “Conquer What You Chase” Sales Training & Consulting at nwnasalestraining.com to see one of the best on November 18th at Weber’s Inn in Ann Arbor Michigan.