“Conquer What You Chase” Is now a Registered Trademark

I once heard a quote,” Until you commit your goals to paper, you have intentions that are seeds without soil.”

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. 

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.

The drive inside us is what sets our tone for success. What we want to accomplish in life and our career, paired with our inner drive is what leads us to our accomplishments.

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.

Selling cars is a tough way to make an easy living. We have to work long hours, know our product, and continually grow our client base by building lasting relationships.

1. Watch the Best, and Learn from them.

The best in your dealership and in the industry are the best for a reason. They have good methodical habits, they work hard, and have a large clientele that brings in lots of referral and repeat business. Follow their good habits and learn from their work ethic then adapt what works for you into your selling style. Never stop learning from others, never be afraid of hard work, and sharpening your skills.

2. Take on as many customers as you can Properly Handle.

The best way to succeed in sales is by having a large referral client base that continually comes in to renew leases, buy new or used vehicles, and sends you their friends and neighbor’s. You build this client base up by taking on new customers through lot/showroom traffic, incoming sales calls, and Internet leads. Take as many of these as you can handle properly and build your skills while finding a way to sell everyone of these customers. Do not make the mistake of taking on more customers than you can handle, but try and keep people and opportunities in front of you all day.

3. Network with your customers and your acquaintance’s.

You build up your clientele by selling customers and in the process building a lasting business relationship/friendship. When you have a good sized clientele, and refer business to them and help them grow, they will do the same for  you. Keep  the same networking going with other people in your community and with businesses you conduct business with and get the same growth. Look for your opportunity in every deal and in every relationship to mutually grow lasting business relationships in a profitable way. 

4. Continually Sharpen your Skills, and Grow your Talents.

When you want to grow your sales and income you have to continually gain market knowledge and build on your closing skills. Use a similar process and selling style that works for you and your personality over and over on every customer (methodical habits), then learn to sharpen this process. Read blogs, customer surveys, and most importantly ask your customers what they like best about dealing with you, and grow those talents. When you are confident and effective at what you do, you will be amazed how well customers respond to you.

5. Make the buying process for your customer easy, and enjoyable.

When a customer has lost the perception that you are out to get them, and you truly want to help them the whole sales process moves smoother. A customer is out looking at like vehicles, and what they really are looking for is a real sales professional they trust. Prove to them you are this sales person, listen to their wants and needs, and deliver to them what they are looking for the best you can. Do all this the same way every time, let your personality shine, make the process move smooth and ask the customer a lot of questions to get them to talk about themselves and their family. Leave a lasting impression on all your customers, with your confidence and a seamless process, and they and their family will be back to do good business again soon.

Make the customer Happy by asking the right questions, and over deliver rather than over promise.

Written by NW&A Lead Sales Trainer and owner from Ann Arbor, Michigan.

When you are in Sales your talents and abilities are tested everyday by your family, clients, and most importantly they should be sharpened and you should be motivated by your leaders/boss. Unfortunately when our leaders in sales do not lead then we are on our own.

1. Watch what the most successful sales people do.

When you have not had proper training and have leadership that does not do their job of leading, you need to learn on your own. Remember good and bad habits are hard to break, so make sure your carrying around good habits. Watch what the most successful people around you do, and pick up their good methodical habits. Watch what the under achievers around you are doing, and make sure not to follow their habits.

2. Constantly update your skills, and grow with the changes.

There is a good chance when you ask your boss questions, you will not get a solid, concrete answer that you can take back to your prospect. Don’t let this frustrate you, but learn what sources will help you answer your prospects questions in a timely manner. You need to find a way to be in charge of your own sale and customer, and most importantly the pace of the deal. You don’t want the customer getting cold and loose their interest in you, your product, or most importantly what you are saying.

3. Grow from every objection and obstacle you face, and learn to properly overcome them.

As a sales person, you need to get used to hearing no, and have thick skin. Remember a no in sales means I’m not ready yet but keep talking. You need to continue to ask your customer more questions to find out their real wants and needs, and then accommodate those wants and needs. Never stop pressing or asking questions until they have committed to you and your ready to close the deal. After that slow down your talking.

4. Take chances and learn from your mistakes.

When you are in your own lead, you need to take calculated risks to make sure your grow progressively. Along the way while taking risks, you will make mistakes. You need to make sure you learn and gain wisdom from your mistakes, and not let them bring you down. Constantly move forward, and make sure you grow with everyday and every situation. Realize you are in control of your professional destiny, and that is a great freedom to have.

5. Do what works day in and day out, and don’t look for recognition.

For some of us it is human nature to expect a pat on the back and recognition for a good job, but it does not always come. Don’t let this bother you but instead let your customers be your biggest fan’s and always be aware of your talents and accomplishments. Do  things the same day in and day out in the same way and you know what to expect. Handle all your customers the same way day in and day out and you will know what to expect. Be your biggest fan, know what you are capable of, and make it happen.

        Sometimes we think it’s easier said then done, but in reality you just need to do the same things in the same way and get positive results. You are now self sufficient, congratulations nothing can stop you.

Blog Post written by Noel Walsh of Ann Arbor in Southeastern Michigan. Owner of  NW&A  llc, Lead Trainer, Motivator, and Dealership Consultant, Creator of “Conquer What You Chase” Sales Training.

A career in sales paired with hard work and passion is the key to success and a $100,000-a-year income.

1.Talk to People.

When you are in sales you need to learn to talk to lots and lots of people. You need to make as many contacts and build relationships with people you meet at work and when you are out in the real world. When the connections and relationships are made you need to know how materialize and then monetize. This is done by listening to what people want and then giving that to them at a value that’s fair to everyone involved.

2. Listen to people.

You cannot close sales and give people what they want, if you do not know what they want. Ask your prospect open-ended closing questions, and use your personality to build a solid relationship in the process. Listen twice as much as you talk and focus on what they are telling you. Start asking questions that lead you to their real wants, and keep building the relationship.

3. Lead them to the right product.

After you have built a rapport, and started a relationship you should have an idea of what they want. Using your talents, figure out what product you have will best suit them. Lead your customer to the product you feel best fits their needs, and judge their reaction. If they like it, start selling, and if they don’t seem interested ask more questions and move along to something that better suits them.

4. Confirm their wants and needs.

Now that you are showing them your product, confirm their wants and needs to verify this is truly what they want. As you are reiterating their wants and needs start showing them value in how the product you are showing them is a good fit, and make sure by their body language they agree. Remember it doesn’t matter what you want them to like it matters what they want.

5. Start selling your product.

Now that you have confirmed that you have found the right product, start selling.  Show them how the features and benefits of your product can accommodate their wants and needs. Show them that your product is going to be a real value for them in every aspect of their life, family, personal, and professionally. People want to feel like they are getting the best product, at the best value, from the best sales professional. So give it to them!

6. Close the sale!

You found the right product for your customer and in your presentation you proved you have the best product at the best price, and you are the best professional they have dealt with. In a forward moving methodical process start tying up the the paper work and specifics necessary to finish things up and close out the sale. Reiterate all the benefits your product offers them, and let them know how much you and your family appreciate their family’s business.

7. Continue the relationship for many years to come.

Now that you have built the relationship, and sold them your product your all done, Right? Wrong, you just got started. Now is where you show them you truly value them and their business, and you want to make sure they are happy with your product and service. Tell them how much you appreciate their business, and how you would like them to pass your name and services to family and friends, as you will give them the same professional service. Now you have a free employee working in your marketing department, giving real world testimonies about you, your product, and your service.

If I make all this sound so systematic and easy, that’s because it is.

Another Sales blog post written by owner, author, lead trainer and motivator Noel Walsh, from the automotive market in 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 a customer enters your lot and you greet them I can pretty much guarantee they will tell you they are “just looking” even though they are in need of your service.

What they are doing is a natural human reaction we all do when we are shopping.  I do this myself, even though that was exactly what I wanted, was a professional who knows the product to help me.  When a customer goes into a dealership to buy a car, there is a good chance they are nervous.  They have done a lot of online research, talked to family and friends and searched the Sunday paper for deals.  If they don’t have a “car guy” and one was not highly recommended by family and friends, then they are praying they get a good one. 

I can remember in my 11 years of selling numerous customers after they bought stating,”we sure are lucky we got you.” This is flattering and a confidence builder to you as a salesperson, and a real convenience as a customer to have someone ask the right questions and deliver what they said they would.  Remember people are going to buy from people they like and trust.  Your job is to get them to like and trust you during the rapport/relationship building process.

I have stated over and over, build a solid relationship on trust is key to selling anything, especially cars.  Ask the right questions, listen twice as much as you talk, and ease them into a vehicle that fits their needs.  Do this quickly and effectively, you do not want them over thinking things when the emotion to buy is gone.

Create Positive Customer Feelings with Key Words

Our emotions are based on how situations and words create feelings inside of us.  You need to keep the situation progressing forward with few hiccups, and obstacles to the buyer. You need to keep the positive emotions up by saying the right words, in the right context, at the right time to the buyer.  Keep the situation flowing forward in a positive way by using the right words to overcome the words and questions the customers are going to ask.

These are the words customers are going to ask and this is the most common order they will ask them.  Know they are coming, and overcome them in a positive way that builds trust to you, your knowledge of your product, and a genuine concern for what the customer is trying to accomplish, and helping them accomplish this.

Car Buying Customers Favorite Words

Me

Want

Can

I

Have

Need

Look

Shop

Around

Service

Because

Why

How Come

Waiting

Trade In

Time

Price

Payment

Trustworthy

You

When

Today

Thank You

Know these words are coming, in this similar order and overcome them in a professional way.  Your customer wants to buy from you, when they like and trust you.  It is your job to build the relationship, let them know you are trust worthy, and ask for the sale.  It really is this easy.

NW&A llc

“Conquer What You Chase”

Sales Training, Motivating, and Consulting

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