& Then there were 3…

Why are there 26 selling days in a month? In sales, it seems we only need 3; the month’s success always seems to boil down to the final [3] days. Last night, as you locked up the dealership, tie at half-mast, sleeves cuffed, top button undone, you sullenly walk to your car wondering what you could’ve done different. Just because you have the title Manager under your name doesn’t make you any less susceptible to the feelings of doubt and what-if’s that try to creep into your thoughts and cripple your efforts. Yea, you had 24 chances at a sale today and only delivered 1-now what? The odds you are facing are what separate the sayers from the doers; many talk a good game, but you can do what you say. You are the Macgyver of the black top; you have matchless mental strength to take a mustard seed of faith in your ability and create a mountain of opportunity. You have the skills of will; you literally will a deal into existence-you want it worse than the next man. If this job were easy, you would’ve never been hired. You have the unique ability to stare unflinchingly into the face of adversity. It’s as if you and adversity are two boxers having a stare down in the center of a boxing ring, each fighter trying to mentally back down the other with their steely glares. You’ve learned to become an adversary to adversity; manipulating what is overwhelming to many as just another day at the office for you. You know what it feels like to hit the game winning shot-you also know what it feels like to miss it-never succumbing to the flames of defeat licking at your heals. Today is the 1rst of 3 days to show what you are made of. The economy, the dealership, your employees, their families and yours need you to hit the game winning shot. You have too much riding on the line; 3 D. A. Y. S. (Don’t Accept Your Situation), make each second count.

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Comment by Marsh Buice on September 1, 2011 at 9:04pm: Tom, i think that is a wonderful idea! I plan on using it, thanks for the comment brother. Cheers to a super september!

Comment by Tom Gorham on September 1, 2011 at 6:58pm: This past month, we offered to take the sales staff out to dinner if the made a particular goal by the MIDDLE of the month and they did. The second half took care of itself and we have had our best month this year. We're going out to dinner! It shows it's simply psychological.

Comment by Marsh Buice on September 1, 2011 at 11:33am: Thanks Joe; I appreciate you my brother---26 Days for Sept! Every day the last day of the month

Comment by Joe Clementi on September 1, 2011 at 11:24am: Nice job my brother! Just the right amount of passion and excitement. If our teams were as focused the first ten days as they are the last 3 we would be record setting every month! Nice post my friend.

Comment by Marsh Buice on August 31, 2011 at 7:02am: Thanks Bobby! Obviously i didnt have a good Sat, so it was put up or shut up time, I chose to put up...thanks for ur support and comments my friend

Comment by Marsh Buice on August 30, 2011 at 1:20pm: Well put, Fran!! Make all 26 days "the last day of the month" Urgent, Urgent, Urgent

Comment by Fran Taylor on August 30, 2011 at 1:18pm: Amen Marsh. I here it all the time that we got to turn it in the last three days. I never could understand that. I worked every day doing something all day long. Mailers, phone work , taking ups , going out prospecting. I never had to turn it on the last three days of the month. I''am like Tony said, go for broke all the time. I try to teach the same thing. If sales reps put half as much effort all month long as they do the last three days they will make a killing. I really believe in the don't wait to make it happen. make it happen idea. This helped me sell lots of cars.

Comment by Marsh Buice on August 30, 2011 at 1:02pm: Thanks Tom....I guess I should've done one for & then there were 2 today...lol The sands are running. Thanks for the comment sir

Comment by Tom Gorham on August 30, 2011 at 12:49pm: You’ve learned to become an adversary to adversity; manipulating what is overwhelming to many as just another day at the office for you. Love it!!!

Comment by Stephanie Young on August 29, 2011 at 10:10am: LOL with Marsh. I am a Car-aoke star too!!!