There are a lot of stories out there regarding an old bike imbedded in a tree located in the woods on Vashon Island near Seattle, Washington. The basics of the story are that a group of boys from the 1950’s biked into the woods while one of the boys left behind his bike that he had chained to a tree. Later that day he ended up walking home with his friends, never to return and retrieve the bike. As the decades passed by amazingly the tree continued to grow taking the bike with it into the air. The many stories that are out there as to how the bike really got there is irrelevant, it’s the persistence of the tree continuing to grow despite the obstacle the tree faced having that bike chained to itself.
In sales being persistent is the key to success, if you are not persistent with your customers whether they are old or new you will never close the deal. This is where the rubber meets the road with any sales professional. It’s real easy to get discouraged when you’re out there in today’s economy. It’s fight or flight in the real world, regardless of what you were taught in school. You have to have the ability to adapt to your surroundings and do it quickly or you’ll get left behind. There are no breaks in the real world, no reset; that tree never got a break or a reset. The tree had that bike anchored for decades and had no choice but to adapt. The tree had to figure it out and grow because that boy was not coming back. So when you are out in the field or on the phone and you hit a brick wall then another brick wall and another think of this tree and the persistence it took to grow. That tree did not have a choice, it had to adapt. If you stay the course, be positive, adapt and stay persistent you will succeed…
I always make it a point to be out in the field with my sales reps not only because it is my job to make them better but to get my finger on the pulse of our business partners. There is no question about it I love auto sales and everything that comes with it! Every time I am out in the field I find myself missing the days of being in a dealership and engaging customers. Regardless of the stereo types attached to the industry as a whole you can’t help but love it and all that comes with it. However, just like the old 80’s tune “Every rose has its thorn” you occasionally see the unmotivated, uninspired and the poorly presented huddling like a bunch of cattle in front of a showroom for all to see. Management please take note; if this is happening in your showroom put an end to it today!
The economy is brutal and customers want to feel welcome and well served when shopping. Consider the “Huddle” in front of your showroom as the kryptonite to positive first impressions. Nothing productive comes from the sales huddle, NOTHING! If business is slow these individuals should not be huddling in front of your store, they should be busy prospecting. Making sure your sales people are actively keeping a full pipeline and being productive with their time through prospecting activity will keep the phone ringing and the floor humming. If the phone is ringing and customers are not intimidated by the image associated with the huddle everyone wins. If sales people are huddling that means they are not prospecting and if they are not prospecting they are not selling and if they are not selling they are costing YOU. We are the engine that drives this economy so take action today put a stop to the “Huddle” and turn those huddlers into “Hustlers”!