Ever read the Three Little Pigs?
This life is all about setting yourself up the right way. What is your house made of? Is your business built to sustain itself? Or does it crumble to the ground over and over?
Is your house made of straw?
You’re in the Ups business. You’ve created a business where you start off every month at zero. You’re only selling 2 out of every 10 people you talk to.
Is your house made out of sticks?
You’re in the internet department. You’re selling 4 out of 10, but every month you start at zero. You start every month at the mercy of your advertisers.
Is your house made of brick?
You’re in the relationship business! You don’t just build relationships, you maintain them for life. Everyone you meet is a friend forever. You’re selling 8 out of 10 people, and you never start at zero!
Pay attention to your process. It might be a good time to revise. There is always time to rebuild – but how often do you want to do that?
Come watch this week’s video, and let me tell you a story.
Salespeople who are in the relationship business never start at zero. Build your business so nobody can blow your house down.
Tell us in the comments below what kind of house you’re living in.
I 100% agree. I’m in the relationship business. The impact that one has with every client interaction can either be memorable or forgettable, I choose memorable. Once we I get to know the family and their life styles it makes it much easier to communicate and find ways to full fill their automotive needs.
Great perspective Rene. You are exactly right.
Thank you,
Damian
Damian I respect what you told me by phone but I can not say that it is all me. I have built a long time business over the 31 years of business. My repeat and referral business is a ratio of 90 to 95% which i sold 8 out of 10 people that I talked to. Now there are other things that go on the dealership. And that is the different type people in management Sales Managers and Finance. Now think about it times is changing and some time you have the wrong type people in positions. I have always been above average person and you can not tell me no different. You have different type people who are negative and racist that will work against. I do pray for these people because sooner or later they will be removed. I have worked only 3 dealerships and been at the one location for 26 years. I say again I do take the blame for myself because I am man enough. But the other part is what i just explained above. This is my 2nd seminar to see you because I do want you to coach me until I do get ready to retire. God gave me my gift as he gave you your’s. I have failed and I am not a FAILURE. i have said what needed to be said because I do not want to be in this position where I am now. I praise God that he lifts me up each day to deal with what I have to on my job.
Great message Damian. We are not in the car business, we are in the relationship business – cars just happen to be what we are selling. I like the tree/apple story and the way you broke this down. Keep up the great work!
Thank you Justin.
Damian
It’s been a year since I met you, Damian. And your leadership has changed the way I go to work everyday. I’m 2 years in and my customer base is huge because they look at me as a friend, not a salesman. Customer’s call on me 24/7 because they feel invited to. This mentality has changed everything, not the least of which, my income. I look forward to your videos each week.
Sorry I’m just now getting to your comment Doug. Thank you.