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Golf instead of baseball! The new mentality you need to have when working with todays customers

"It's a numbers game" "swing for the fences" these quotes and many others have been sung by most sales managers including myself over the years and for the most part it was true. If you've been in this business for 15 years or less aside from the past 4 years have been very true as customers were plentiful and credit was extremely easy. So what's up with the title?

 

Let me explain-

We always here people talk about there prospects "ups" as if though they're playing baseball thus my opening line. Allow me to point out a few flaws there first in baseball you do hear "good eye" when you don't swing at a bad pitch, as a sales manager you will not hear me say "good eye you should be glad you didn't take that up" whoa let me tell you those people drove every car, had bad credit, were upside down etc. Too often that is still the mentality in this business, we don't give it our all with each and every guest no matter what the situation, I know because I've done it and I'm sure most of us have too.

 

Now why a Golf mentality?

Simple you have to take every shot(no the pros don't get mulligans), you're penalized for bad shots and at the end of the day you're responsible for what you shot. Yes it is that simple go after every opportunity and give it your all, practice (like the pros do) till you have an arsenal of techniques for every step of the sale not just the close and remember there's no such thing as a bad up at the end of the day you are responsible for your results. This applies even more so with all of you that are receiving any internet leads please no cherry picking. After several years of doing this I still can't identify the "good ones" from the "bad ones" Thank you and happy selling

 

-Matt

 

PS - the author of this post is not a good baseball player and probaly just as bad as a golfer so he holds no bias towards either game.

Views: 89

Tags: Car Dealer, Golf, Sales, Sales Strategy, Swing for the Fences

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Comment by Matthew Smolik on September 21, 2012 at 7:37am

Thanks Ryan, my point exactly how many times do our "worst looking" customers whether they're holding a clipboard coming out of a car with a 30 day tag etc. Those usually happen to be the best customers that we encounter.

 

Comment by Ryan Leslie on September 21, 2012 at 7:13am

Matt,

Great post and a superbly thought out analogy. I don't golf well either, but some of my best shots were from what looked to be a terrible lie. Sometimes just taking a swing will net results, right?

Great Post!

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