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.

This Sales Training Seminar/Workshop will run from 9am to 3pm Friday, November 18th at the prestigious Weber’s Inn in Ann Arbor Michigan. This event is a Must Attend for Automobile Sales Professionals who are serious about learning the Prospecting Tools to Earn $100,000 + per year.

With Legendary Sales Trainer, and “The King of Prospecting” Fran Taylor President and CEO of Taylor Techniques who has excelled at all levels of the automotive retail business. From 50 + cars per month, to Management up to the GM level of large stores, and a Successful Sales Trainer since 1985. This is a Great Opportunity to end your year with a Bang, and have the Sales Prospecting Tools to take Your Career to the Next Level!

If you are in Automobile Sales at any level, you owe this to Yourself, and Your Employee’s to Attend. The cost is $395, with Group Rates Available, and of course GM’s and Dealer Principal’s are Free. There will be beverages, a continental breakfast, and hot lunch as well as a Sales Training Manual. For Out of Town Guests there will be special Room Rate’s through Weber’s Inn. Please Call Noel Walsh at 734-678-4502 or Register here to Reserve You and Your Team’s spot today.

Please take Advantage of this Opportunity for You Sales Career, and learn the  proper Tools and Processes to ensure Success in Your Sales Career. We look forward to seeing you there.

Please contact the Host Noel Walsh Owner of NW&A “Conquer What You Chase” Sales Training & Consulting at 734-678-4502 by email at noel@nwnasalestraining.com or register online here  to Learn from one of the Best, Fran Taylor.

Decide What You Want

When you decide what you really want in life it makes it easier to go get it. When you have a goal and a mind set, it makes it much easier to accomplish what you really want. That is the beauty of car sales, and sales in general you are not set to a certain wage or salary. You really have the opportunity to earn as much as you want. When you have a clear set of goals, and a game plan along with processes to get them, paired with a lot of drive you are lethal.

Get What You Want

Now that you know what you want it’s time to pro-actively go get it. I remember when I started in sales my dad was my manager, and when an up pulled up on the lot my dad said “Go get em.” He said this in a way that motivated me to try my best, and do everything in my power to sell them. Over the years I have a daughter, bought a bigger house, and got the latest vehicles. I got what I wanted and had to make sure I was working hard enough to pay for it all. I set myself up to get what I want, and give my family a comfortable life.

Create Your Confidence 

Doing things that create positive results, the same way every time, almost always guaranteesthe same positive results. You do these things the same way, and you will be amazed how often things work out the way you wanted. When things work out the way you want, and positive things happen it grows your confidence. The #1 key to success is confidence. People want to deal with confident people, because we trust and are drawn to the confidence in other people. Confident people have a anything is possible attitude, let’s make it happen, and that’s what customers want… Someone who knows what their talking about and is able to build enough trust in them so they can put away their doubt and fears. Start your day by doing positive things that build your confidence.

What Is IT

So what drives a salesman or saleswomen is a inner motivation. Something that everyday gives us the drive and confidence to go out and do what needs to be done. Whether it’s our lover, our children, money or whatever else it is that drives us to be the best. To work harder than everyone else. To self motivate ourselves to conquer the job, and keep a true enthusiasm to get other people excited about spending their money with you on your product.

What Drives a Salesman is confident behavior that creates productive results over and over again. What Drives a Salesman or woman is YOU.

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

Get Right To Work

The minute you walk in the morning, preferably early and before everyone else, get yourself situated, everything turned on and booted up, and get organized. Focus on one task at a time, and follow through with each task until it is finished, don’t leave a lot of tasks half done to be forgotten. Start with progressive tasks that lead to getting customers on the phone, and in front of you. Get your working files in front of you and work on them one at a time, getting what needs to be done first, done first.

Start Talking To Customers

The main reason to get in early, and start talking to customers right away, is to keep you out of the unproductive crowds that will only slow you down. The way you make money, is selling your product to customers. Walk by the customer lounge and look for customers. If you see your customer in service start chatting about them, their family, work, and their recent activities. Offer them a coffee, and tell them it was good to see them and to tell the rest of the family you said hello. Customers love this because it makes them feel important,  makes them want to deal with you in the future, and tell their family and friends what a great sales person you are. Smile at the other people in service and look for the early morning shoppers, and phone ups up front. The key is to be busy and productive by the time the rest of your co-workers walk in ready to chat and procrastinate work.

Keep Busy All Day

A productive start is a great way to start the day, but you have to keep busy all day. You cannot let yourself fall in the social traps, talking sports, the weekend, and anything else that keeps your mind off selling. In the morning start on the phone and with emails setting appointments for later in the day and later in the week. Successful sales people spend their day setting appointments,  then getting prepared for the appointment, getting as close as you can to what the customer wants, and then selling the customer and making them happy.

The key to sales is, keeping buying customers in front of you as often as you can through the day, and keep focused on using your personality and skills to sell as many people as you can.

Written by Noel Walsh creator of “Conquer What You Chase” Sales Training, Motivating, Consulting from Ann Arbor, Mi.