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!

4 members like this

Comment

You need to be a member of DealerELITE.net to add comments!

Join DealerELITE.net

Comment by Stephanie Young on June 14, 2011 at 1:34pm: @ Marsh: It was not a re-gift. I bought and then gifted it...lol. Thankfully, I have friends in Orlando who like to go the the spa. I just can't see myself after a relaxing massage even from a "stupid hot, stupid seller" driving two hours home. I would be driving by braille all the way. LOL

Comment by Marsh Buice on June 14, 2011 at 1:31pm: @ Joe, thanks for the share Joe, I hope it helps.

Comment by Marsh Buice on June 14, 2011 at 1:31pm: @ Stephanie---you are a re-gifter!! Tsk tsk!!

Comment by Stephanie Young on June 14, 2011 at 1:27pm: @Joe: Ummm, okay I will admit to having met a "stupid hot, stupid seller". I believe he sold me a spa package that included two massages, a pedicure and manicure to a spa that is in Orlando, which just happens to be two hours from where I live. I gave the package to a friend as a gift. LOL

Comment by Stephanie Young on June 14, 2011 at 1:11pm: @Marsh: Well maybe you just know you are attractive because you get to breath the cleaner air...lol. "I've been called stupid and hot, but not in the same sentence"....you crack me up!!! Being stupid to something really is a form of humility. I hope to always be stupid!!!!!

@BC: You need to meet the wildlife at my house. Those critters are brilliant, I tell you. No matter what I do, they find a way to get around my deterrents.....including the cute little red fox. LOL

Comment by Joe Clementi on June 14, 2011 at 1:09pm: @Marsh, I've made copies to give to my GSM and "experienced" sales people. Sometimes they see me talking so much about focus that they can't hear me anymore. It's refreshing to have a different perspective on this topic.

@ Stephanie, thanks for the analogy it made me laugh. Just wondering if there's such a thing as a "stupid hot, stupid seller"? I think I fall into the later catagory...

Comment by Marsh Buice on June 14, 2011 at 12:54pm: @Stephanie, lol I love the observation. I've been called stupid and hot, but not in the same sentence :) Being stupid to something is to be humble and not quick to judgement. I love your analogy!

Comment by Stephanie Young on June 14, 2011 at 12:36pm: A few years ago, I started using the term "stupid hot" to describe people who are attractive and don't know it. Some one who is "stupid hot" does not have all the hang ups of someone who knows they are attractive and therefore are actually easier to interact with, in most cases. "Stupid Sellers" are no different. They have no idea of the talent they have and therefore are easier to interact with, in most cases. You are on the $$$ with this observation. I much rather flirt with a "stupid hot" guy and buy something from a "stupid seller" any day and twice on a Sunday!!!!

Comment by Marsh Buice on June 14, 2011 at 12:25pm: @ Bobby, thanks brother

Comment by Marsh Buice on June 14, 2011 at 12:24pm: Joe excellent point, when we begin we are full of optimism, the more experienced we become the worse our results because we lose the art of emotion. I would rather a rookie salesperson than an experienced one- rookies are like clay, they can be molded and shaped- vets become pottery and can become unshapeable...I want to stay like clay!

Thanks Joe-Love your knowledge sir