The biggest secret to sales and life is to be self-motivated to do the best you can. Nobody can stop you from trying your best. You own your efforts outright. You are the captain of what thoughts you allow yourself to think about.
Everyone I know wants to have good results. Every salesman wants their customer to purchase from them. But that is not your decision. Yes, you can greatly influence the customer but ultimately the decision to purchase is theirs.
What you can control 100 percent of the time is your attitude and efforts. There are two things I want to say about those two subjects:
- Attitude – You will feel what you think. If you think about sad things, you will feel sad. If you think of funny things, you will laugh. If you think of motivational things, you will be motivated. The best part is: Nobody can tell you what to think. Learn from your mistakes, and learn from you successes. Do those two things, and you will have a lot to motivate yourself about.
- Good results are the children of motivated efforts. I feel this is worth saying again; good results are the children of motivated efforts.Once again, who can stop you from trying your best? I'll tell you. Only you can.
Many people are their worst enemy. They stand in the way of their own success. If you are your own best friend and motivate yourself to give your best effort, I don't see how you can fail. No, you won't win every time; you won't get a hit every time, but you will make the salesman All-Star team, and I like your chances of moving up. It is really not that hard. You only have to control what you can control. Do that, and I promise good things will happen.
When I do sales training, I teach a seven=-step system:
- Sit on the bike
- Sit at desk
- Close and maybe close again and again
Notice I drew a line after Step 5. That is because the first five steps you control. Nobody will stop you from saying hi. They will be more than happy to tell you about themselves and why they are interested. If you offer, they are almost always willing to sit on it. Of course they want to hear what you have to say and probably would love a demonstration if they qualify for one. And yes, if you built a good relationship with them they will be more than happy to sit at your desk even if it is to get a card and have you thank them for their time.
Once you have learned how to be a good showman today, all you have to do is repeat what you already know. It's like the movie “Groundhog Day.” It's simple. The biggest thing to make all of the above happen for you is: You Just Gotta-Wanna. I mean, who can stop you?
Steve Lemco is the youngest brother of the late Ed Lemco and has been doing sales training and hiring for motorcycle dealers since 1983. Steve has trained in every state in the U.S., as well as England, France, Australia and New Zealand. Steve incorporates motivational boards and games along with his training and hiring because he believes the best way to get the job done is to make it fun.