 "It's Lonely at the Top"
Salespeople as a whole have one major characteristic in common. This characteristic is the deep-rooted desire to be accepted. This need for acceptance is part of the composition that influences the traits that form our personality. As a result from the time when many of us were born many us became “people persons”. We became students and possibly even mastered the art of identifying with and obtaining the approval of those people with which we came in contact with. Why? Because simply put we wanted the acceptance of those around us, we wanted to fit in, we needed the approval of our fellow man. We wanted to know that we weren't different from the rest of the world. So much so that we learned to adapt to any situation or identify with any type of person or group that that we encountered. We learned to adapt to our environment just like chameleons do. It is what makes great salespeople, just that, great salespeople, our ability to identify with almost anyone and establish a common ground then proceed by establishing a relationship of mutual acceptance based upon that common ground.
Sounds simple enough doesn't it. Sure you have probably realized this aspect about yourself many years ago. However what you may not have realized is that as a car salesperson this one characteristic can have a negative effect on you performance in the environment that an automobile dealership provides. Why? You may ask. The answer is simple and the proof of it may be as close as your front porch. We as salespeople desire acceptance so much that we not only seek it from our potential customers but we also seek it from our fellow salespeople. That's right from our own coworkers. We as salespeople have such a deep-rooted desire to find acceptance that we even seek it from our coworkers. But one thing you must keep in mind is the fact that every other person in your dealership who gets paid to sell cars is your competition. And you don't get paid for gaining their acceptance. You get paid to sell cars. If your attention is focused on your fellow salespeople then it isn't focused one hundred percent on selling and delivering cars to your potential clients.
This brings me to the point that I really wanted to make, “It's lonely at the top” That's right sitting with your desk partner letting him take the phone ups, being the one that goes to get lunch for everybody, nor standing on the front porch trying to gain the acceptance of your fellow salespeople (competition) is not you objective as a salesperson. Your objective is to sell cars and make money. You must fight the urge that is naturally ingrained in your personality to seek the acceptance of everyone you encounter. When you are selling cars you are in business for yourself. Am I telling you that it is bad to help a coworker when they need it? No. Am I telling you that you should be mean or rude to your fellow salespeople? No. However I am telling you that if you are spending too much time socializing with and becoming friends with your “competition” then you are costing yourself sales. You are being distracted from your primary objective.
Remember, “birds of a feather flock together”. That's right, this saying that originated almost five hundred years ago (1545) is as true today as it was then. The reason this saying has lasted so long is because of the fact that it is a primal instinct of man to surround himself with people that he is comfortable with or in other words, that he can identify with. That's right, this saying has been passed down for over five hundred years because of how accurate it is in describing human nature. Always remember that, “You are the company you keep” and if you are hanging out with and seeking the acceptance and approval of your fellow, average, coworkers then you will never realize your full potential.
In order to realize your full potential you must separate your self. You must break away from the “ring” of salespeople that huddle together. Yes, It may be lonely at the top, but I assure you it is a lot more fun to be selling cars and taking a check to the bank that has a comma on it every Friday than it is to be standing around with “the guys” wondering how you are going to make your car payment.
Break away from the “Pack” at your dealership. Remember, “ The cream rises to the top”. However you can't rise to the top if you have ten other average salespeople keeping you down.
If you want to learn more about selling cars then be sure to get your copy of
From Zero to Hero, How to Master the Art of Selling Cars
Jeffrey F. Knott is the Author of From Zero to Hero, How to Master the Art of Selling Cars and can be reached by email: Jeff@Showroomtoday.com |
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