Over the past three and a half years our country has become a place where people who do not pay their bills, default or quit paying their mortgage, and continue to receive unemployment because they make more collecting unemployment than if they were to go out and get a $10 an hour job are promoted and considered victims in our society. Yet all these same people are up in arms when CEO’s and company heads income, spending, houses, lifestyles, and vacations are posted all over the news and Internet. I am not sticking up for these rich people, as I am a self made middle class-er who pays my bills and my taxes and I do my part for society. I just want to point out to the media and self described victims that they are as big of a hindrance to the public sector as the company destructing CEO’s are to the private sector, and your laziness and mistakes are costing them more than they are costing you.

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.

When you are in sales, you need a constant hunger to keep selling your product and closing deals. In life it is easier said then done to always keep yourself motivated. What are ways you keep motivated when you your energy is low?

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.

Only a few days left to accelerate your sales prospecting skills with the “King of Prospecting” Fran Taylor.

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.

Quality Vs. QuantityThe ever going debate of what is most important in sales and auto sales more specifically.  Do you prefer a lot of new customers with no preference or loyalty to your business or your brand?  Or would you prefer a more manageable amount of customers whom you have a relationship, done business with, and that have loyalty to your business, product, and staff?

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.

When you are in car sales, and sales in general your job is to keep your attitude up,  build on your professional reputation with your customers, and grow your business. So when you walk into work in the morning, Walk into the dealership to sell, and only sell.

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.

We are in an ever evolving technology boom that is fueling social media and in it’s wake crumbling tradition media.

1. Where is the shift in the media?

There is a momentum growing at the speed of light that is quickly changing the way people are being affected by advertising.  People rarely read the newspaper anymore (why do you think half of them are out of business). This used to be the most popular source for current events and local deals. Over the past few years this has shifted to home pages and the Internet. In the last year or two this has dramatically shifted to social media sites and links like twitter and facebook.

2. Where is this shift taking place and with whom?

The media shift is taking place all over the country.  The  shift is moving fastest on the East Coast and West Coast, but it is going on all over.  I am in the midwest in Ann Arbor, Mi. but after attending the Automotive Marketing Boot Camp in Orlando, Fl. last weekend I see this form of marketing and building a relationship with your customers is going on all over the country, and the world.  You might think this is a bunch of teen to young 30′s crowd, which is the highest percentage, but it is growing in all ages, races, sex, and net worth.

3. How can I take advantage of this light speed shift?

All professionals from every industry, especially car sales need to get on the band wagon.  I have always been a traditional media type of guy reaching out to my buying public with postcards, letters, hand written notes and subtle reminders that I am there and I care.  Relying on the newspaper, TV, and radio adds to promote the product and service.  People still do like this form of contact and it does refresh you in their mind, but you do need to aggressively campaign and brand yourself with the forms of social media.

4. What forms of Social Media should I be using?

There are many forms of Social Media out there and some more popular than others.  I have read that twitter is the fastest growing, followed closely by facebook, linkedin is very popular for professionals in b2b, and there are many others such as myspace, mylife, and a handful of others.  Jump on at least three of these right away, preferably the first three.  Start an account, which is pretty simple, and jump on the band wagon.  Watch what others in your industry are doing, follow their lead and conquer their habits.  We are in an age where it is ok to follow others, and then learn to out do them.

5. How do I grow my business with Social Media?

Social Media gives you the benefit of explaining and exposing yourself in a natural way.  Think twice before you send a tweet, or post something on your facebook page, but most importantly be yourself.  People like this because they see the real you and know what your saying to promote your products and services is real and not scripted from a media company.  Don’t bash the competition, but expose and explain the benefits you have to offer to you followers, friends, and buying public.

I recommend getting on the band wagon right away, building your network, and growing your business.

Another motivational, informational blog post written by Noel Walsh creator of “Conquer What You Chase” Sales Training.  Noel Walsh is the  Lead Trainer, Motivator, and Dealership Consultant.  From Ann Arbor, Mi. but serving anyone everywhere that wants to progressively grow.

When you are in sales, and car sales especially, you have to choose your actions and words wisely.  You want to use positive words that build your relationship, build value to your prospective buyer for your product, and lead them closer to buying a vehicle from you. Your job is to lead them closer to picturing themselves in your product and focus on the things they told you they want and give them what they want with progressive positive words.

There is the famous cliche in sales, “sell the sizzle not the steak.” You never want to try and sell a customer what they don’t want (it’s usually a waste of time).  Sell them what they told you they wanted in your relationship/rapport building stage.  When using positive words in a progressive manner you will lead them closer to accomplish their wants. You do this by setting them up to picture themselves in your product and the value and happiness they will gain from your product. It really is not rocket science, it’s doing the methodical habits and using the same positive words in a progressive way with a care for the customers wants and needs.  Doing the same things that work the same way over and over every time.

Here are the Car Sales Professionals Favorite Words:

Confidence

Chase

Drive

Endurance

Methodical

Capacity

Training

Teach

Push

Motivation

Learn

Earn

Persevere

Production

Enthusiasm

Relationship

Consult

Trust

Integrity

Believe

Strive

Overcome

Synchronization

Customer Satisfaction

Nostalgia

Conquer

Success

NW&A

“Conquer What You Chase”

Sales Training, Motivating, and Consulting

Noel Walsh Lead Trainer, Motivator, Consultant and Owner in Ann Arbor Michigan

   I hear this question  from sales professionals in every industry all the time.  It causes fear in sales people with every scary article in the news, and on TV.  When the economy is in disarray, and the media is telling you that nobody can or is buying anything, you can’t help but let it make you nervous and bring you down.  I have great news for you though, it is times like this that weed out the weak in your industry, and give you the ability to gain more customers and earn more money!

   When times are hard in the economy, and the media is telling you that nobody is buying, this is when you step up to the plate.  There have been down falls and tough times under every president, and in every economy since the birth of our great nation, and the beginning of time.  You need to put on the blinders, go back to the basics and build relationships with customers.  Customers and your clients are going to be the ones to wade you through this down fall and bring you up in the resurgence, capitalize on this, and don’t fret on it, for better times are always in the horizon of down times.  

   When times get tough the true professionals work harder and work even harder on building THEIR value and building lasting relationships.  In sales I always realize my greatest gift is my customers and client base.  These are the people who pay my bills, and help support my family.  Without  them I am a salesman chasing opportunities, and waiting for the next one to step in the door.  With them I am a professional creating value and accommodating their wants and needs which in hand helps me accomplish what I am chasing, financial and confidence security.

   Stop listening to the media!  Listen to your heart and what your customers are telling you.  Your customers are your profession, and as long as you have integrity, they trust you, and you continue to deliver them value and accommodate their wants and needs they do not want to deal with anyone but you.  Why would they?  I have said it over and over, focus on building lasting relationships with your customers and they will continue to be loyal.  This I guarantee, I speak from experience.

   What I am telling you is:

1. Don’t get caught up in what the media is telling you.

2. Build a relationship with each and every customer, and they will send you many more referrals, that are easier to sell.

3. Build value, trust, and integrity with every sale, this is what every customer is looking for more than the product they are buying.

4. Stay away from negative people and negative circumstances, they will only bring you down and not help further your career.

5. Focus on using all your time at work to further your sales, and most importantly further your career.

6. Don’t forget where you came from, and grow to who you want to be.

7. Conquer What You Chase.

   Follow this advice, keep your head up and focus on what you want to accomplish.  I am not telling you, but sharing with you from my 11 years of sales experience, and 32 years of many life learning lessons.  It is said your talents will eventually fade away, and if you do not share them, they will fade away forever.  When you walk into work tomorrow, remember what I said, forget the negative hype and produce.  You owe this to your family, your customers, your friends, your employer, and most importantly YOURSELF!  Now go out and sell’em!

   Another motivational blog written by Author, Lead Trainer, Motivator, and Dealership Consultant Noel Walsh from Ann Arbor, Mi.  Creator of “Conquer What You Chase” Sales Training.  If you like what you are reading share with friends, family, co-workers and keep following.  I am just getting started.

   This is one of the most crucial ways to stay successful in the car business, and in any business.  When you are an employee, especially a dynamic, passionate employee you are going to occasionally butt heads with co-workers and or management.  This is going to be inevitable, like I stated especially when you are dynamic, and passionate.  Passion comes from emotion, which is made up of  love, happiness, hate, fear, jealousy, anger, joy and many other emotions.  You are going to have a will and idea of how things should work, a proper process of getting them done, and you must constantly stay in control of your emotions.  You must remember there is always going to be an 80/20 system everywhere (20% do 80% of the work).  Ask anyone you know who is successful about the 80/20 in the work place, and in life in general, and they will get a smirk showing they know exactly what you are talking about.

   First off when you are full of confidence and a top producer at your dealership or company everyone is going to be gunning for you.  This means most people will want to see you fail, so they feel better about their daily activities and accomplishments.  Take this as a compliment, and don’t let it bother you.  You have to realize this is going to be the same everywhere you work.  You can’t let this eat at you, but let it fuel you to work harder and produce more.  I realized in selling when you are close to closing a customer, and they start really getting to be high maintenance and asking for ridiculous demands, I start to kill them with kindness.  I tell them things like great point, that’s a good way of looking at things, I never thought of it that way, and many other positive comments to change their psyche.  When it comes to co-workers who are negative, first off stay away from them the best you can, and when they do start into you with their negativity, say something like that’s a great point, I’ll have to remember that next time.  By doing this you will completely throw them off what they were trying to do to your psyche.  Try it, I guarantee it will work.  You don’t always want to fight fire with fire.

   I have stated this in all my training classes, seminars, and sales blogs.  Come to work to work.  Leave your baggage at the door, and do not take on any baggage at work.  There are a lot of problems, negativity, and B.S. floating around every dealership and business and this is not going to help forward your career.  Control what you can, your attitude and production.  Let your co-workers and competition take on this useless anxiety, and stay focused on what you came in to do.  I don’t know about you, but I work hard to give my family the best I can, and enjoy the finer things in life, and let me tell you the finer things in life are easy to get used to.

   When you walk in the door, try and be a little early, and ahead of everyone else.  Do this so you are setting your attitude and not following an existing attitude.  Go right to work, get focused, and start producing.  By the time the negative stories, gossip, and B.S. start floating to your office, you will have so much going on and be so focused you will not have time to participate in the morale destruction. 

   The key is, use their negative energy to build your positive energy.  This is all part of synchronicity.  Keep to yourself, stay focused and only communicate and hang around with other focused, like minded positive people.  People who you can bounce productive, informative, and positive ideas back and forth. Do this and keep each other away from bad morale, and destructive habits.  The moral of this blog is, when your a top producer people will try and bring you down, don’t let them.  Stay focused, work hard, and let the negative energy around you become positive energy coming out of you.  This is how you stay focused and away from dealership and office politics.

Another positive Blog from Owner, Author, Lead Trainer, Motivator, and Dealership Consultant Noel Walsh from Ann Arbor, Michigan.  Creator of “Conquer What You Chase” Sales Training. ”I’ve said it before and I’ll say it again I am just getting started, you don’t know what this is going to be and that’s a beautiful thing.” www.nwnasalestraining.com

We all lust competition, that’s why we are in sales. Competition, is what makes us tick, keeps us going and productive, and keeps us from becoming complacent. We need to be pushed from an outside source to bring out the most we have to offer. From there we will set up our own goals, and tasks we want to accomplish. Competing against another power we want to conquer. You need to embrace the competition and take  the challenge head on, rather than being afraid of your challenge. You are in sales, and in every transaction, focus, listen, empathize and perform from there you will produce and when you work hard and perform you just might be impossible to beat.