This is the thing preventing you from taking action
There's only one thing controlling how you feel
The Pride of the Salesperson
We need to get results. We need to have action. We need to get in front of people.
I call it the pride of the salesperson. It goes like this:
"I don't want to be a pest. When they're ready, they know where to find you. I'm here for them."
It sounds fine. Seems like it makes sense.
But it doesn't work.
The customers are the ones being courted. Even though they act like they don't want follow up calls, they actually do.
One time while training a new guy we were having this conversation about follow up, about being a pest. After talking for awhile, seeing that my words weren't being understood, and looking for a way to break through, I took a crisp $20 out of my wallet and said,
"This is for you. The first time a customer cusses you out or hangs up on you for following up, I'm buying you lunch."
I tucked it away in my desk, and bought lunch for myself that day he quit, six months later.
Sales isn't for everyone, but the thing that makes it a grind is mostly in your head.
You think that every time a customer hangs up, they're telling you "no."
They're not.
What they're saying is -
"Not now."
"Not yet."
But they see the phone call, they see the voicemail, (even if they don't listen to it), they know you care.
When talking about their car shopping experience they tell their friends, "dude just won't quit! Call me every other day!"
They act exasperated, like it's annoying, but secretly they like the attention.
They like being pursued.
Have you ever heard a customer, while talking about another dealership, say something like,
"It just didn't seem like they wanted to sell me a car."
That same customer might be just as likely to say something like,
"There were three of them trying to jump on me as soon as I drove on the lot!"
Yes, there's a healthy medium. Not too much, but definitely not too little.
And most of us are on the side of, unfortunately, TOO LITTLE.
Customers have rights. For example:
- They have the right to the individual, personalized attention of a professional sales consultant to help guide their decision."
Along with that:
- They have the RIGHT TO BE PURSUED."
Don't let yourself believe for one second that they expect anything less. It is, after all, part of the service they're paying for.
So what, exactly, are you supposed to say?
ANYTHING THAT SOUNDS INTERESTING.
There are so many possibilities.
It's only ANNOYING if your customer thinks it's POINTLESS.
So rather than coming up with excuses for not reaching out, come up with creative reasons to GET IT DONE.
Don't JUSTIFY (why you shouldn't call), BELIEVE that you can sell everyone with the right combination of questions, information, and choices.
And you only have to actually say something interesting if they actually pick up the phone. Otherwise, all you're doing is letting them know you're thinking about them, and keeping your number at the top of their missed calls, easy to find, when they're ready to call you back.
So here's how you get it done: just START.
Just dial the phone.
No fear.
No excuses.
Pick it up,
And dial.
I call it the pride of the salesperson. It goes like this:
"I don't want to be a pest. When they're ready, they know where to find you. I'm here for them."
It sounds fine. Seems like it makes sense.
But it doesn't work.
The customers are the ones being courted. Even though they act like they don't want follow up calls, they actually do.
One time while training a new guy we were having this conversation about follow up, about being a pest. After talking for awhile, seeing that my words weren't being understood, and looking for a way to break through, I took a crisp $20 out of my wallet and said,
"This is for you. The first time a customer cusses you out or hangs up on you for following up, I'm buying you lunch."
I tucked it away in my desk, and bought lunch for myself that day he quit, six months later.
Sales isn't for everyone, but the thing that makes it a grind is mostly in your head.
You think that every time a customer hangs up, they're telling you "no."
They're not.
What they're saying is -
"Not now."
"Not yet."
But they see the phone call, they see the voicemail, (even if they don't listen to it), they know you care.
When talking about their car shopping experience they tell their friends, "dude just won't quit! Call me every other day!"
They act exasperated, like it's annoying, but secretly they like the attention.
They like being pursued.
Have you ever heard a customer, while talking about another dealership, say something like,
"It just didn't seem like they wanted to sell me a car."
That same customer might be just as likely to say something like,
"There were three of them trying to jump on me as soon as I drove on the lot!"
Yes, there's a healthy medium. Not too much, but definitely not too little.
And most of us are on the side of, unfortunately, TOO LITTLE.
Customers have rights. For example:
- They have the right to the individual, personalized attention of a professional sales consultant to help guide their decision."
Along with that:
- They have the RIGHT TO BE PURSUED."
Don't let yourself believe for one second that they expect anything less. It is, after all, part of the service they're paying for.
So what, exactly, are you supposed to say?
ANYTHING THAT SOUNDS INTERESTING.
There are so many possibilities.
It's only ANNOYING if your customer thinks it's POINTLESS.
So rather than coming up with excuses for not reaching out, come up with creative reasons to GET IT DONE.
Don't JUSTIFY (why you shouldn't call), BELIEVE that you can sell everyone with the right combination of questions, information, and choices.
And you only have to actually say something interesting if they actually pick up the phone. Otherwise, all you're doing is letting them know you're thinking about them, and keeping your number at the top of their missed calls, easy to find, when they're ready to call you back.
So here's how you get it done: just START.
Just dial the phone.
No fear.
No excuses.
Pick it up,
And dial.
Principle #1: Just Start
"The Pride of the Salesperson" is the number one thing that prevents action.
Maybe it's not pride for you.
Maybe it's distraction.
Maybe it's laziness.
Whatever it is, it's the thing that keeps you from action.
You've been there, I know you have.
You're sitting there in the office.
All the urgent matters with your active leads have been handled.
You have one eye on the lot.
One ear on the phone.
You're settling into "waiting mode."
And while you wait, why not browse a little?
Check my bank account.
Scan the headlines.
Catch up on my news feed.
Send a text.
Send a GIF!
Wait for the laughing face response.
OR...
Dial the phone.
Send an email.
Check out that inventory.
You've heard it said before: Motion creates emotion.
Change your state. What does that mean?
We often don't do things because we don't feel like it.
I don't really feel like going to church a lot.
But I get up, and go, and sing the songs, and listen to the sermon, and get challenged, and get inspired, and on the drive home I'm thinking
"That was really good. I needed to hear that. I'm glad we went."
Another example: You get home.
You look at your messy counter. Dishes everywhere.
You think, "I'm tired."
"I don't feel like doing this right now."
But you turn on the water,
You start rinsing,
You load the dish washer,
You wipe down the counter,
And you stand back and look at your clean kitchen, and it feels better.
"I'm glad I did that," you think to yourself.
There are countless other examples.
You don't FEEL like working out, but you put your shoes on and get out there.
When you get back you feel great -
"I'm glad I did that," you think to yourself.
What's the point here?
Feelings don't always create actions, but
ACTIONS ALWAYS CREATE FEELINGS.
You DO IT, then you FEEL IT.
I don't have to prove this to you by citing scientific studies.
You're a human being, so you know this is true because, it's just true.
Being aware of this truth will help you achieve the results you desire.
You want to finish the day with a clean desk and tasks completed?
START.
One small accomplishment makes you feel good.
And now that you're feeling good you're ready to accomplish another task.
Accomplishing that task makes you feel even better.
It's a snowballing effect that has a massive impact on your day.
WATCH OUT FOR DETOURS.
It's going well. You're getting things done.
Then someone stops by and starts chatting.
They start distracting you.
You stop thinking about how good it feels to get things done.
You start to get sucked into whatever drama is going on with this other person.
10 minutes later they're gone, and you're in a different emotional state.
How do you get back to where you were so you can keep rocking your day?
Distractions do happen after all, it's just part of working with others.
Get back to your action mode. How?
MOVE.
Stand up.
Jump a couple times.
Clap your hands together.
Take some deep breaths.
Sit back down and dial the phone.
Feelings, follow, actions.
Remember this.
Actions first, then feelings follow.
Try it with your kids.
Try it with your wife.
Try it with your girlfriend.
Do it, and then you'll feel it.
And........
GO!
Extra credit super profound pop culture reference: "First you take the mallow..."
Maybe it's not pride for you.
Maybe it's distraction.
Maybe it's laziness.
Whatever it is, it's the thing that keeps you from action.
You've been there, I know you have.
You're sitting there in the office.
All the urgent matters with your active leads have been handled.
You have one eye on the lot.
One ear on the phone.
You're settling into "waiting mode."
And while you wait, why not browse a little?
Check my bank account.
Scan the headlines.
Catch up on my news feed.
Send a text.
Send a GIF!
Wait for the laughing face response.
OR...
Dial the phone.
Send an email.
Check out that inventory.
You've heard it said before: Motion creates emotion.
Change your state. What does that mean?
We often don't do things because we don't feel like it.
I don't really feel like going to church a lot.
But I get up, and go, and sing the songs, and listen to the sermon, and get challenged, and get inspired, and on the drive home I'm thinking
"That was really good. I needed to hear that. I'm glad we went."
Another example: You get home.
You look at your messy counter. Dishes everywhere.
You think, "I'm tired."
"I don't feel like doing this right now."
But you turn on the water,
You start rinsing,
You load the dish washer,
You wipe down the counter,
And you stand back and look at your clean kitchen, and it feels better.
"I'm glad I did that," you think to yourself.
There are countless other examples.
You don't FEEL like working out, but you put your shoes on and get out there.
When you get back you feel great -
"I'm glad I did that," you think to yourself.
What's the point here?
Feelings don't always create actions, but
ACTIONS ALWAYS CREATE FEELINGS.
You DO IT, then you FEEL IT.
I don't have to prove this to you by citing scientific studies.
You're a human being, so you know this is true because, it's just true.
Being aware of this truth will help you achieve the results you desire.
You want to finish the day with a clean desk and tasks completed?
START.
One small accomplishment makes you feel good.
And now that you're feeling good you're ready to accomplish another task.
Accomplishing that task makes you feel even better.
It's a snowballing effect that has a massive impact on your day.
WATCH OUT FOR DETOURS.
It's going well. You're getting things done.
Then someone stops by and starts chatting.
They start distracting you.
You stop thinking about how good it feels to get things done.
You start to get sucked into whatever drama is going on with this other person.
10 minutes later they're gone, and you're in a different emotional state.
How do you get back to where you were so you can keep rocking your day?
Distractions do happen after all, it's just part of working with others.
Get back to your action mode. How?
MOVE.
Stand up.
Jump a couple times.
Clap your hands together.
Take some deep breaths.
Sit back down and dial the phone.
Feelings, follow, actions.
Remember this.
Actions first, then feelings follow.
Try it with your kids.
Try it with your wife.
Try it with your girlfriend.
Do it, and then you'll feel it.
And........
GO!
Extra credit super profound pop culture reference: "First you take the mallow..."
How to Tell If Someone Is Motivated
Just ask three questions:
- Can you do it? Do you have the tools, skills, or access to get it done?
- Will it work? Do you believe that this will actually work?
- Is it worth it? If it works, is it worth the resources expended to get there?