The Power in 3
Recently, I have taken notice of the "Power in Three" - both inside and outside
of work. I find it fascinating how so many things operate and exist in
sets of three. I invite you to give the structure of strength - this
completeness of the three-in-one "Trinity" some thought. There are
three forms of matter: liquid, solid, and gas. When we look up, we see
the Sun, the Moon, and the Stars. Inside of our families, we see
husbands, wives, and children. The list goes on - the three primary
colors of Red, Blue and Yellow. In life, there is a time for work,
play, and rest; and we all have friends, family, and co-workers.
Whether it's mind, body and spirit; or our dealing with the past,
present and future - the Power of Three is evident in life.
Supplemental. Fundamental. Ideal. There is harmony and balance when
there is the right amount of each. Things always seem to go astray
when there is to much of one, and not enough of the other - Or, if one
is missing altogether. As you eat breakfast, lunch, and dinner this
month; remind yourself of the strength found in a triple-braided cord.
If you want to enjoy your sales career, and develop long-term success;
there are three things that you must do - these are not optional.
"A person standing alone can be attacked and defeated, but two can stand
back-to-back and conquer. Three are even better, for a triple-braided
cord is not easily broken." Ecclesiastes 4:12 (New Living Translation)
My call to action remains the same, both for you and for myself: In order
to build clients for life, we must learn to take better care of them
before, during, and after the sale. Have you ever heard people in your
dealership say "Let's get back to basics"? (I heard it all the time.)
It's a noble statement; but will only move into motion when it's
substantiated with applied and prepared planning. It must be your goal
to continuously improve in the following three basic areas, for they
are key to your success.
Area #1 - Before the Sale: These are the activities that will create new opportunities for you.
There are different names for different approaches: Prospecting, Social
Networking, and Marketing; just to name a few. Your interaction leads
to introductions, whether it is done initially online, or in person.
Opportunities abound when you get to know others that may have a need
for your service - or just as important - know somebody else that does.
Make it fun by getting excited about doing something new - or doing
more of what you already love. Get involved, and get in the game!
You'll meet new friends, and grow in the process. In addition to this
being a lot of fun, you will also meet others that offer services and
products that you and your future clients will benefit from. As the
Law of Reciprocation comes to fruition in your life; you will soon
realize how important this is. As they become an integral part of your
network, you will also become the expert in theirs. This doesn't
happen overnight, but here's why this habit must be formed
immediately: in time, the future does become the past; and when you
care about others, Time is a factor that turns relationships into
friendships. These activities will help you build a public presence -
make this a priority, and you will have a steady stream of new
prospects; referred by friends that are the pros - the "go-to" people
of their network. This is no exaggeration: Accomplish this, and your
phone will come to life with people wanting to do business with you.
Area #2 - During the Sale: To break this down further, there are also three sub-components to this
area: heart-set, mindset, and systems. Heart-set has to do directly
with your character and integrity - if there is a problem here, none of
this will work for you - and my advice is for you to find a new career
path. In a nutshell, here it is: do good business by following the
Golden Rule - treat others the way you would want to be treated. If
the choice is for "No Deal" or a "Bad Deal"; always choose "No Deal".
Care more about others than yourself, and make sure your customers
benefit more than you do in every transaction. I am not saying you are
not entitled to make a fair profit; in fact, what I am saying is just
the opposite: Go the extra mile for your clients, and you will find
that they are willing to do the same for you. No Margin, No Mission -
Just make sure you earn your living by giving them the value and service they deserve.
Second, and equally important is your mindset. This is a combination
of your attitude and your mental ability to perform the task at hand -
they affect each other tremendously. When you are confident and
comfortable in your sales abilities, you can provide better service for
your clients. Our job is to help our clients find a solution for a
need they have expressed. We must be able to make this an easy and
effective process for them. If a salesperson lacks confidence in
themselves - they will contaminate their clients with this, making it
difficult for them make a good decision; or move forward and feel at
ease with it. My advice: become more confident by becoming better
informed. Take the time to learn how to be effective, and you will
have more fans. You'll help more people find the right fit for their
needs, and you'll also save them a lot of time. Lastly, to make it
easy and enjoyable for people to do business with us, we must have
efficient systems. Take the time to develop good systems - for
everything. By having systems in place for all tasks and actions, you
will find that it is easy to make adjustments, and small improvements
in time. Also, it will make tracking your progress easier; it is
impossible to manage what you can't measure - and you can't measure
what you can't track. Each step of the process should move fluidly,
and without confusion for fellow co-workers, and ultimately, this
transpires to the clients we serve. This is also a direct expression
of how much you care. Remember, your product is a sizable investment
to them - and they know that you will be acquiring their personal (and
private) information in the process. Ask yourself: Would you want to
do business with a place that looked disorganized? Would you trust
them with your information, or this task? If you neglect this, it is
likely your clients will take their business elsewhere - and their
referrals go with them. Would you feel comfortable recommending a
disorganized place to your family or friends? Disorganization is very
easy to spot, so don't miss this important step.
Area #3 - After the Sale: Here is where you will find the real joys of a sales career. Continue
to be there for your clients after the sale. Be their friend. Become
a household name by taking better care of them than anybody else ever
has, or ever will. Do what you say you're going to do. If something's
wrong, make it right - Protect your reputation, and your
relationships. Be the name that gets brought up anytime "the best
service I've ever had" comes up - it lets them enjoy sharing you with
others. Put a system in place to stay in touch - if you're fresh on
their mind, you'll make it easy for them to refer you with confidence.
Making sure people know that you remember them is the easiest way to
let them know how much you care about them. Your loyal following of
friends, clients and contacts can supply you with all of the referrals
you can handle, plus you get to build life-long friendships along the
way. I send cards out to my clients, and I recommend that you do the
same - take the time to learn how to do this, there is no better way.
The best compliment I can ever get from somebody that chooses to do
business with me, happens when they send somebody they care about my
way; or make my day by choosing me again.
Remember what I said - you must do all three. Envision a three-legged stool:
What happens when you remove one of the legs? Go ahead, SAY IT ALOUD:
"It will not stand." How does this apply? Think about it - a
salesperson that focuses only in areas #1 and #2, but neglects #3 can
get decent results - but will always have to work hard and put in long
hours to achieve them. Their failure to stay in touch after the sale
will result in a dismal amount of repeat and referral clientele. The
long hours and extreme effort get harder as they age, and soon it
affects their attitude and results. Eventually, it leads to burnout,
broken relationships; and poor health resulting from the stress of a
paycheck that rises and falls with the media, economy, and weather.
What about the sales person that focuses on #1 & #3, but neglects
#2? These people also work hard, but get sub-par results. They
network well, and may even be good at staying in touch. However, if
they do bad business by not working with integrity; or make things
difficult for their client by their lack of systems, or knowledge -
this reputation eventually catches up with them. Their disorganization
is increased by their frustration; and multiplied by their bad
reputation. As people spread the news, business gets worse; and
activities increase - eventually they go away or quit - insisting it
was their tough luck, the weather, or the economy that put them in dire
straits. I hope you see the pattern here - they will rarely accept
fault, or place blame on themselves. What about being good at #2 &
#3, but skipping #1? These people have good intentions, and they may
even be great salespeople. Sadly, they usually step away because they
fail to learn and improve with the times; to learn what it takes to be
where the people who are "in-the know" are. They take great care of
their clients, but rarely have enough of them. They usually think of
Area #1, as something they can't afford (even though almost all of it
is free) - something they'll get around to when "the budget allows".
This thinking is exactly why that day never comes, and because it takes
time to build; they eventually fail because there is not enough
business. If you think this is gloom and doom, just imagine what it is
like when you have a salesperson that only thinks one area is
important, and neglects the other two - at least their fatal blow comes
quickly. Keep in mind, I am a person that likes to lift people up -
not bring them down; but I also think it is vital that you understand
the truth. I speak from experience, and I have been the salesperson
that for periods of time was missing one, or two of these key
components in my career. It was hard, and I am glad I took steps to
make it through it - it was worth it. Be diligent - this takes effort,
time, and dedication; but when you consider the alternatives I just
presented - You tell me which road is easier, and more worthwhile.
Look around your dealership, or think back to some of the people that
you have seen come and go; and you will realize exactly what I mean.
This is not what I want for you. However, it is YOU that will chart
your course, and it is YOU that must take action. Yes, it is YOU that
will sit upon the stool that you make. Nobody else will do this for
you - and after what I just pointed out to you; Aren't you glad that
this isn't up to them?!
Here are some solid resources I recommend to help you get started in immediately. For Area #1, I really enjoyed the book Power Networking by Donna Fisher and Sandy Vilas. I also participate with professionals outside of the workplace. For Area #2, I highly recommend that you read the book How to Win Friends and Influence People by Dale Carnegie, and listen to Joe Girard's Can't Lose Sales Tips
(Audio Set) - you can find them at your local library. For a better
understanding of the importance of systems, try picking up the book
titled The E-Myth Revisited, by Michael E. Gerber. As for Area #3, I recommend reading the book How to Close Every Sale,
by Joe Girard. Also, if you'd like to put into place a solid tool that
will allow you to keep better track of your clients - a system which
also allows you an affordable way to build relationships by staying in
touch; then feel welcome to contact myself for more information: I can
give you a DVD that explains everything, and also lets you try it for
free - just call and request one. Do it now - Why wait?! It is what I
personally use, and I love it. Take it from me: referrals and repeat
clientele are, by far, the most fun to work with.
I encourage you to re-read this periodically, to stay on track - and
remember to share this with others that you care about. On a side
note... Does anybody else find it intriguing that this is my 3rd
I'll look forward to hearing from you,