If you want to win the day, you have to remember what’s important now. W-I-N. Win the day. What’s important now? Every moment today, on Saturday, you’ve got to ask yourself a new question. You got to say, is what I’m doing right now, consistent with the desired end result I have for the day?
You see if you develop the habits, the patterns, the disciplines, the behaviors that are consistent with the desired end result you have, then the desired end result is inevitable.
Hear me out. There are certain behaviors, certain thought patterns, certain actions that are consistent with the desired result that you have. Ask a new question. While I’m today, out on the lot, is me standing on the point, hoping to catch an up, is that consistent with my desired end result that I have?
You see if your goal is just to see if you can catch an up, well, then stand out there and see what happens. But if your goal is to build a book of business, if your goal is to sell a car today and sell a car tomorrow, then what you’re going to want to do is do something, a behavior that’s more consistent.
For example, why be out on the point, just waiting? Why not have a call list and be making calls, or sending videos, or sending messages to your previous customers while you’re on the point. A lot of sales people, I see them talking to their coworkers about the day or yesterday, what they did last night. Hey, that’s fine. I get it. But is that conversation consistent with your desired end result that you desire?
If you are talking to a coworker, are they going to sign up today? Or how many cars are they going to buy? The reality is you need to be talking to customers. You need to be talking to yesterday’s customers. You need to be talking to customers today and you need to be setting appointments for the following week. Don’t just be on point, hoping to catching an up. Be on point, on purpose and that’s the difference.
You see, successful people understand that I have to do the behaviors that are consistent with the desired and result and then the desired and result is inevitable. So make calls today while you’re on point. When you’re with your client, don’t just go through the motions while you’re with them. Go through the process while you’re with them. Do the walk around that you’ve got to do. Do the demo drive you’ve got to do. When you’re with your client, are you doing the behaviors that are consistent with a desired end result?
You see, that’s the difference between average people and successful people. Average people show up to see what happens. Successful people make things happen. They decide what’s going to happen before they show up and that is the difference maker for you too.
Ask the question, am I going to win today? It’s Saturday, am I going to win? If I’m going to win, I’ve got to focus on what’s important now. When you do that, the desired end result that you have is inevitable. But if you just wander through the day, wandering around the lot, hoping to catching up, hope isn’t a plan and hope isn’t going to get you there.
What’s important now? Next customer that you greet, greet them with intentionality, greet them with purpose, greet them with a smile and a positive attitude, knowing that I’m going to make this customer fall in love with this car. I’m going to make this customer fall in love with me. Stay focused on your desired end result. The customer will sense your commitment. They’ll sense your conviction. They’ll sense your desire and they will fall in line. That’s the difference.
You’ve got a choice today; win the day or lose the day. It’s up to you.
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