newbie
hard stuff? Posted 12:13 AM on 01/11/08 - Reply to this postWhat does that mean Shad? What is the "hard stuff"?
Shad M
Hard stuff Posted 3:02 PM on 01/11/08 - Reply to this postThe "hard stuff" is creating your own website, doing a newsletter with new ideas every week, getting video testimonials that answer SPECIFIC objections (or risks), giving speeches to different groups, starting your own leads group, becoming an ambassador in the local chamber, and so on and so on. It is hard, if it wasn't everyone would be doing it. It is easier to go pull doors and say "who is in charge of your toner needs? (for toner salesman this would work, slightly less effective if you sell cars, LOL!) Jeffrey says in his books, very few people do the hard stuff that makes selling easy. He's right!
newbie
hard stuff Posted 10:36 PM on 01/11/08 - Reply to this postWhat do you suggest for people who are just starting out in sales and need to generate business immediately?
Shad M
Hard Stuff Posted 7:36 PM on 01/12/08 - Reply to this postThe same stuff I just mentioned. Especially the chamber events (coffee and contacts and business after hours)as they can lead to sales right away. I'd find a place to give a free talk to, thats a great way to get leads fast. People think cold calling will produce "faster" results, I disagree totally. If you spent a full day trying to book an event for you to speak at, you'd be spending your time much better than cold calling, in my opinion (realize, thats all it is and you have to find what works for YOU). Also, even if you are just starting out, you know people right? The most overlooked and profitable source of referrals is your own "network" of family and friends who live and work with people who need what you sell. GO talk to them. But first, get a bunch of smart questions, a good statement of what you do (creative), and know more than anyone else in your field. If you start with good habits like these, then you don't have to "unlearn" bad ones later. You can do it! Beat competitors with your brain, not your feet!
newbie
Hard Stuff Posted 6:00 PM on 01/13/08 - Reply to this postImagine a young man who just graduated from school and takes a job selling automobiles. This young man is just starting out in sales and needs to generate business immediately to put food on the table and pay his bills. You wrote, "creating your own website, doing a newsletter with new ideas every week, getting video testimonials that answer SPECIFIC objections (or risks), giving speeches to different groups, starting your own leads group, becoming an ambassador in the local chamber, and so on and so on." In my opinion these suggestions just aren't realistic for people who are (1) JUST STARTING OUT IN SALES and (2) NEED TO GENERATE BUSINESS IMMEDIATELY.
Shad M
Hard Stuff Posted 11:25 AM on 01/14/08 - Reply to this postSelling cars is different from other typical "outside sales" positions. Not, I wrote "you have to find what works for YOU). Sales is not a one size fits all business. But I stand by my advice, spend an hour coming up with a newsletter on automobile financing or warranty info for your prospect list (and ask people who stop by if you can add them to it), get your last sale to do a quick video testimonial (even if you use a $30 webcam to do it at your desk), get involved in the local chamber. If they don't seem like they will work for you then they probably wont. I think car sales is the WORST sales job you can have. It is high turnover, sell at any cost tactics, and high pressure to boot(I can feel it in your posts). In your business it is all about "engagement" so study Jeffrey's section on it in "The Little Red Book of Selling". When you meet someone on the lot, have something better to say than "How can I help you". By the way, in your case, you are limited to how good your dealership is at advertising, servicing, and so forth. You have less control, so I hope you chose a good dealership. I still say you can adapt the "hard stuff" to any business, but you have to BELIEVE it will work. Otherwise, you'll bounce around from dealership to dealership, not covering your draw, and not having any stability. I've seen it over and over (I sell to car dealers) and only 5% of all the people actually make the money they claim you can make selling cars. Plus, with gas prices soaring, economic instability, and world events, car buying will continue to shrink. Look at the major car makers, NONE of them are doing good. Most are cutting production, what should that tell you? You can still make money, and people are still buying, but you better be different and better. I understand your problem of sell to eat, but there is no "magic bullet". Success in sales comes from hard work, and smart work. If it was easy, everyone would be doing it. I wish you the best!
newbie
Hard Stuff Posted 11:15 AM on 01/15/08 - Reply to this postYou can feel what in my posts Shad?
Shad M
I'm sensing hostility, dont be offended.... Posted 11:21 AM on 01/16/08 - Reply to this postThat you need sales NOW! I've been there too. The worst thing about it is 1. Prospects can tell and 2. It causes you to abandon the "hard stuff" because you think other things will produce faster results and get that all important "sale". I don't know you personally, so please don't get offended. I may be way off target here. If I am, I sincerely apologize. I stand by more original posts though, the "hard stuff" is the best. I got two appointments just this week because of the "hard stuff". Both were lunch appointments that were set up for me by someone the prospect knows and trusts. How much better will it be to sit down and talk with them over a meal in a low key manner vs. stopping by their office with a bunch of sales literature saying "can I talk to so and so about your phone system needs?" My point....it works.
