Going For Optimum Performance?

Once runners reach that certain point, they get a runner’s high. Now they’re at optimum performance. If they take a break, they lose that momentum. The same thing happens to us when we sell a car. Kick back and you’ll lose the momentum that helps you sell.

When I first started selling cars, I’d sell something, grab a cup of coffee and spend the next half hour telling everyone who’d listen about what a great job I just did. If it was a big sale, I’d even call my wife and two friends at other stores to let them know, too.

Unfortunately, after all this conversation, my enthusiasm level dropped. Then the only thing I felt like doing was to have another cup of coffee or at that point, I was ready to go home for the day.

When you’re working a tough one and finally make the deal, your mind and body have worked themselves to a peak level of performance. At that point, you have two choices:

1) Maintain that ‘high’ and grab another customer while you’re hot or…

2) Let yourself wind down.

The problem is that just like that runner, once you let yourself wind down, you’ll have to try to wind up again once you get your next customer.

When I finally learned how to sell and make a lot of money selling cars, I also learned that kicking back after that sale just slowed me down and made selling the next car more difficult.

A Secret To More Sales

Another thing I also learned how to do was to duplicate that temporary high you get after a sale in about 60 seconds, even if I hadn’t just sold a car.

How? Just toss in a little exercise to get yourself pumped again! If I was starting to wind down, it would have been nice if we’d had a treadmill or exercise bike we could jump on for a minute or two. We didn’t have those options, but most of our inventory was out back so I’d run (actually trot) to the back lot.

If someone saw me, they just thought I was in a hurry to track down a car. But I did that to get my heart rate up because that pumped more oxygen to my brain so I could think better.

I’d make that back lot run a couple of times and then I’d either make some calls right away or find a customer. And when I’d find a customer right away, almost without exception, I’d deliver a vehicle and earn a commission.

It’s pretty hard to have that grumpy look on your face when you just ran around the block, and the ‘pump’ I had became enthusiasm and you know how selling goes; the sale is made when you give your enthusiasm to your customer.

The best time to sell a car is right after you made a sale. No sale? Just take a quick sprint or get on that treadmill. Do something physical to put that spring back in your step and a smile on your face so you’re ready for your next customer.

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