Good Salespeople Are Stupid
The best salespeople are the stupid ones. When I say stupid, I don’t mean to imply that they should be mentally dull, foolish, or senseless; stupid salespeople lack keenness. When you are keen to judgment, you form an opinion based on your perception. You decide if you have a deal very quickly and market yourself that way. Using your god-given (yes little g for this one) talent of predicting the buyers from liars, you begin asking questions like what they owe on their trade; what payment do they want; and what’s their credit like? (Or, maybe that’s only happened on my lot.) That is what I love about new salespeople; they don’t know enough to be dangerous...to their career. Like small children, newbies don’t form an opinion; they just act. Novice salespeople don’t parking lot appraise a vehicle; turn and run when a customer drives up in a beater; or blame an unsuccessful sales attempt on having a customer as an idiot.
Recently, one of my new salespeople up’d a doctor; the doctor instructed him to remove all the Jeep’s doors and the hardtop before going on a test drive. He went on to explain that he would be back in 2 hours and didn’t have time to wait. (The doctor wanted to “hear how the Jeep sounded with no doors and top"-are you kidding me?) What did my newbie do? He grabbed a socket wrench, and for the next hour, learned how to remove the Jeep’s hardtop and doors. The doctor showed back up late (imagine that); one hour later he purchased the Jeep. The doctor told one of my managers how important it was for him to be that salesperson’s first sale; “As hard as he was trying to sell it, we were trying just as hard to buy it; we wanted to be his first sale.” To a veteran salesperson, that story has 3 strikes: 1) A doctor, 2) Being given an ultimatum of removing the top and doors, 3) And had no time to wait. By the way, he was a doctor, if I forgot to mention. Ask yourself, if you were a 5-year veteran, would you have done that? Not sure if I would have either and that is what I love about new hires. They remind you of the optimism, raw emotion, and non-judgmental attitude you and I once had. Become smarter to methods and knowledge and remain stupid to forming judgments.
My man Forest Gump said it right, “Stupid is as stupid does;” the real stupid ones get the job done and that is why they are good at what they do. Stay stupid, friends; see you on the Black Top!
Comment
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Comment by Marsh Buice on June 15, 2011 at 10:36am
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Thanks Craig!
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@ Nancy--I love!!! the KIA acronym :) love it! New salespeople are brass, the vet's are the air that tarnish the brass...their hopes were once sparkling and shiny...until the air (their advice) tarnished their hopes. Thanks for the addition; love your input
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Comment by Craig Lockerd on June 15, 2011 at 10:25am -
Great story!
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Comment by NANCY SIMMONS on June 15, 2011 at 10:11am
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Marsh! Another great share!!!! KIA's (Know it All's) outsmart themselves out of so many sales, because they are sooo smart! They know they don't have to stay on the steps to the sale for this customer..They "Custom"ize the steps accordingly...and guess what...they usually lose them on the step skipped!
Footnote: I love when veteran salespeople call green peas "90 day wonders" because they come in on fire for the first three months and many times outsell everyone...They are not afraid of the 90 day car, they treat every prospective client the same, and their enthusiasm and effort surpass all others! Did the veterans ever realize perhaps, it is their own negativity that has rubbed on to the newbie and begins to tarnish them after 90 days??? Perhaps a little monkey see, monkey do????
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Thanks Tony, the deals were so good it consumed my hair
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Comment by Tony Provost on June 14, 2011 at 5:51pm
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A FULL SERVICE, dealership. I love it. Drive those deals with the throttle wide open, hair on fire. Great job!
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Comment by Stephanie Young on June 14, 2011 at 2:46pm
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@Marsh: Brilliant!!! I like how you think, brother!!!! BTW: I love Police Academy!!! ...Dear Manufactures, We would also like a Margarita Machine and a "stupid" amount of leg room in our auto-pilot vehicle. Thanks! (smile)
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@ Stephanie....and the "antifreeze" resevoire is a margarita machine :) Now that's a car. We will sit like Hightower (Bubba Smith) from Police Academy; rip out the front seats only leaving the back ones for us "Too Talls"
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Comment by Stephanie Young on June 14, 2011 at 1:46pm
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Dear Manufactures,
Marsh and I are making a request for the 2012 line up of vehicles....AUTOPILOT!!!!! We would like to be able to get massages, eat large meals, stay out late and not have to drive home by braille, please.
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@ Stephanie---if only we had autopilot! lol hillarious
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