I have never been especially mechanical when it comes to cars. No shame. Just not something that has ever interested me...not even now that I own two Corvettes.
Inevitably, someone will come up to me to have the "gear head" conversation about the cars...particularly the Stingray. I have to admit, I do get a little embarrassed that I own such a car but have no real idea of what makes it an engineering marvel. I don't dig the technical hole any deeper by pretending to know...I just nod my head and say "she is fantastic". I am fortunate now that I own great cars...
Years ago, that wasn't the case.
I owned cars that needed little fixes to make them work...a little aluminum foil in the fuse box, a wire that ran from somewhere in the engine to the drivers seat to crank, and needing to disconnect the battery each stop because all the accessories were wired "hot" (still don't know what that meant but the car eventually caught fire!).
Each time my car would breakdown I would be at the mercy of The Mechanic & The Mechanics. I had to trust what the mechanic said because I was ignorant of the mechanics. If I could not afford new factory authorized parts, I was subject to his "rigging" it to make it work.
Even if unorthodox, he understood the mechanics of engine operation enough to implement a "work around"...and I needed my car.
Sales people depend on their cars. For most of us, our jobs require we be road warriors. If the car does not work, the whole business shuts down.
Ever had a car that had "issues" and you had to figure out how to make it run so you could get to point A...to B?
Sales is no different. There is The Sales Person & The Sales Process. Some of us are "shade tree" sellers operating on instinct and superior people skills. Others are college educated, classically trained "professionals" who engage highly advanced techniques. The others are all up and down the line and somewhere in-between.
Our goal as sales people is to get from point "A" (prospect) to point "B" (closing). We don't ususally question how it works...as long as it works...until there is a breakdown.
One thing I know about cars having owned the worst of them to the best of them...when the hood it up, it can only mean one of three things...
- You are trying to fix something to make it run
- Doing maintenance to keep it running
- Improve something to make run better
The next several weeks will be dedicated to helping you with all three. We re going to lift the hood of your sales engine and help you diagnosis what may be wrong, what is right, and making it all run more effectively and efficiently.
To do that, we have to take a look at The Sales Process. We will break it down part by part and understand what it does (mechanics) and how to do it better. Many of these things you know by instinct, or you take them for granted. Either way, we are about to lift up the hood so we can understand...
The Mechanic & The Mechanics..
Until tomorrow, I wish you Money, Power, Success!
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