Tuesday, June 28, 2016
Today, we are in a very technological world that depends highly on electronic gadgets to just get by day to day. I am a firm believer that some of these same gadgets have actually made us dumber since we don't have to remember things as much anymore. But that doesn't change the fact that they are here and here to stay. There are so many ways to get information nowadays from phones to tablets and watches and it's still growing. You may be asking yourself "where in the world is he going with this?". Well, my point is this, if there is so much technology out there and every person has some form of it just about then why wouldn't someone be concerned about their reputation? If any person at any given time can do an online search and find out just about anything about anybody then why wouldn't you be concerned about what they might find?
Now, granted, there are many jobs that one may have that may not be affected so much by a good or bad reputation but that's not the majority. Even if you are job hunting your reputation can either help or hurt you. If you are trying to grow a business with new business it can too be affected by a good or bad reputation. So, I am always baffled when I here someone say "I don't care what people think about me" or "I'm not concerned about my reputation". Ideally, just about everyone has some feelings about what people think about them. They try and play it off like they don't but they really do. I'm always amazed at the amount of people that walk around with a chip on their shoulder because they can't find a "decent" job and they like to say that they are being treated unfairly. There may be some times that they may be treated like that but a lot of times they have just had a bad reputation following them. Whether they are a job jumper or they don't come to work on time their reputation follows them. Most of the time it's their fault and they like to blame others.
Ideally, in order to be truly successful, you need to have a very favorable reputation. Whether it's looking for a new job, or trying to excel in your current job, having and building a good reputation is vitally important. If you are trying to get ahead at work by hard work then you want to be known as a hard worker and someone who can get the job done. If you are applying for a new position or a new job then you want that same reputation to follow you. Let's face the fact that many businesses search potential applicants online to get more information. You can lie or stretch the truth a little on a application and get away with it but it's hard to get away from the published truth online so you need to make a valiant effort to be reputable online.
Search yourself online and see what you find. Do you find good or bad things about yourself? Do you find anything at all? Because not finding anything can be bad at times too but we will talk about online presence at a later time. Make sure you are being noticed but that you are being noticed for the right things.
Thanks for reading!
Fist Pump Guy out!
#thefistpumpguy #buildingyourreputation #getsresults
Saturday, June 25, 2016
Selling cars can be easy and hard at times but far too often salespeople make it harder than it needs to be especially new salespeople. It's made hard by a simple mistake and that is they might be Fishing With The Wrong Bait. What do I mean by that? I will tell you in a second. But let me ask you something first. Have you ever spent an excessive amount of time on the lot showing a vehicle, or multiple vehicles, and get the customer inside and they do not close? There can be a few different reasons why they don't close but many times we blame it on the price or they may even say it's the price. The fact is that many times, though we or they might say it's the price, we are on the wrong product/vehicle.
Fishing With The Wrong Bait means you are trying to sell them the wrong product/vehicle. If you haven't gone through the correct steps and asked the right questions then you can find yourself trying to build value in the wrong thing. That's not to say that you should always give too much credibility to all they say they "want" as I said in my last post but that you should listen and then follow their request with "what about this particular vehicle are you attracted to?" or "how important is this feature to you to be on your next vehicle?". These are just examples of coarse but you do need to know why and what they really need so that you make sure you are showing the right thing because you don't want to be on too much vehicle but you also don't want to be on too little vehicle. You can also ask them "what do you like most/least about your current vehicle?" or "what would you like to have on your new ride that you don't have now?" and other questions like that but you also have to take into account what their budget may be if you know because too much vehicle will blow them out to another dealership, probably to buy the exact lesser model car you are trying to switch them back to.
Another important step to make sure you are on the right product/vehicle is to model up/model down them. This means that you need to either show them a model up from what they are wanting to look at or show them a model down or maybe even do both. The reason is because that it helps you build more value in what you are really trying to sell them or it helps you find out what is really important to them, based on what they told you they wanted, and it sets you up with a switch vehicle or two just in case the payment is too much or the money isn't right for them then you can say something like "you remember that other model I showed you? It would be closer to your range/payment than this model is". This will help you close them on the car they are in finance on or it will help you switch them to the car you probably thought they should've went with in the first place. Either way you do two things, you find out what is really most important to them and you build an extreme amount of credibility and value in yourself which is also highly important in any sales position which ultimately leads to building your Reputation and gives you more/higher Results/Rewards.
My ending thought is this, make sure you are asking the right questions and showing the right amount of interest in your customers. If you actually listen then you will have an easier time distinguishing what they really need and an easier time picking out the right product/vehicle. Remember, you are the professional so act like it. They look to you for answers many times and you need to be able to solve their problem and answer their questions. Many times the customer needs to be led, if not every time, because all too often they do not even know what they want or what's best for them. It's up to you to make the difference which is why it's so important to make sure that you are Fishing With The Right Bait!
Thanks for reading!
Fist Pump Guy out!
#thefistpumpguy #fishingwiththewrongbait #buildingyourreputation #getsresults #followthefistpumptoenterprise
Friday, June 24, 2016
Wednesday, June 22, 2016
I am a huge Superman fan. He was always my favorite superhero. I was always amazed at how he was able to keep his identity a secret but yet able to change into his superhero dress while needing little time or cover to do so. This is where I came up with the idea of The Phone Booth Salesman.
You might be asking "what in the world is he talking about?" a Phone Booth Salesman? Yea, I know, it sounded a little dumb to me when it was running through my head as I came up with the material to cover in the meeting under this title. But I started to think what this could mean in the sales force. Superman was able to step into a phone booth and change in less than a few seconds....in the older episodes anyways. He was able to change when there was trouble or someone was in trouble. He was able to "adapt" into what people needed him to be.
That's what I think is necessary for the sales force, especially in car sales. We are approaching a time when the majority of any kind of sales will be done online, at least the searching part anyways, and it will be necessary to stand out and be noticed. As I've discussed before, building your reputation is very important and can lead to you being needed in sales. So, being able to adapt to a customers needs or being able to adapt to a different time is very necessary now for sure.
What do I mean by being able to adapt? Well, for starters, we must adapt to the times. In a growing age of technology we have the opportunity to be lost in the chaos. It's becoming less of a face to face business and more and more of a face to screen business but no matter if you are on the other side of the screen or if you are the one on the lot you need to make sure you have a good reputation and you are relevant. Being able to adapt helps make you both. If you are able to answer all questions and handle all issues you will be needed. If you are able to show that you are the one to call when a customer has a problem or if you are simply there to set an appointment for them you will be needed. In the past these things weren't necessary but now they are very necessary, especially in the automotive business. If your service dept can't figure out a problem on a car then you want them to be able to call you for the solution. Who knows?....you might even pick up a customer in the process. Whatever is going on you need to be involved and you need to be able to adapt to that situation. It will only make you more needed and wanted. You need to make yourself a necessity and not a liability, no matter what your chosen profession or job happens to be.
I see, especially today, that many people don't want to change. I get it. I didn't either. I am older than I once was and I for one can see how much technology has actually hurt how we live but that doesn't change the fact that it is here and we must adapt to the situation. Much like how Superman was able to change into his superhero dress we must be able to change into what the customer needs us to be. It may be hard to even want to change but there's a time coming when you need to make sure you are different and indispensable.
At the end of the day you want the customer/client to think of you with all of there automotive needs, or whatever your job is, no matter if you are able to directly help them or not. Adapt and succeed or don't and eventually fail. We all miss it sometimes and fail but you must always continue pressing forward towards the results/rewards.
Sunday, June 19, 2016
Friday, June 17, 2016
#thefistpumpguy #buildingyourreputation #getsresults #followthefistpumptoenterprise
Thursday, June 9, 2016
Monday, June 6, 2016
As I sit here watching TV waiting on this shindig to begin I can't help but be thankful that I'm here. I don't know if I will make it back here but I'm very thankful for the Lord blessing me with this opportunity. Especially the fact that my wife is able to come with me. I can see the excitement in her eyes. We don't get to get dressed up often so I know she is going to do it up bigtime(pictures to come soon). As a married couple with kids we don't get out much so, for us, this is a huge thing we are included in. It may not mean much to some of the guys and girls here but it means alot to me. This is my 1st one actually attending but my 2nd year as a Pro so I am just experiencing this for the 1st time and Southeast Toyota does it up bigtime. It kind of reminds me of all the meetings I had to go to when I was a manager with Walmart though theirs wasn't near as fun. Theirs felt more like work than anything. This is actually fun so far. Maybe next time we stay a couple extra days here and just enjoy our time together since we don't know when we will get it again. Stay tuned for updates and pictures from The Fist Pump Guy!