Like this article? PLEASE +1 it! Evan Signature
Evan Carmichael Top Header
Share for a Cause









The Former Car Salesperson That Didn't Know Why He Failed

Written by: Dave Kurlan

Article Overview: This article explains why a lot of salespeople struggle and fail. Read it to learn if you recognize anyone you know...

Free Download - Sales Courage and Resilience By Dave Kurlan
Name: Email:

The Former Car Salesperson That Didn't Know Why He Failed

George was at the house today, reinstalling our home theater projector. He asked what kind of work I did and when he learned I was a sales expert he told me two things. First, he said that his company needed some help. It seems that their salespeople were great when people were spending money but now that people have stopped spending money they're not really so great after all. He said, "they were great at being near the phone when it rang!"

Then he said, "I tried selling cars once - I wasn't very good at it so I quit. I went to the same training as everyone else, sold the same products as everyone else, had the same management as everyone else, but got different results. I don't know why I sucked, but I knew enough to get out."

I said, "I can tell you why you struggled. You're a nice guy and you want pepole to like you, right?"

"Yup."

"So you couldn't say, do or ask the things they taught you to do because it didn't feel right, right?

"Exactly!"

"You probably shop around and think things over when you buy things for yourself, right?"

"Yup."

"So none of the techniques to stop them from shopping or to stop them from thinking it over came from conviction, right?"

"Exactly!"

"You're a pretty trusting guy, right?"

"Yup."

"So when they told you they'd be back on Monday to buy the car, you believed them, right?"

"Exactly!"

"And you never handled rejection real well, did you?"

"Nope."

"So that's why you weren't any good as a car salesman, George."

"Thank you SO MUCH. I feel so much better knowing why."

"You're welcome."

Don't make the mistake of believing that this conversation only relates to selling cars. These are a handful of the common reasons why salespeople struggle and what's worse, is that many of the salespeople who are IN sales today and struggling have these among dozens of other issues getting in their way.

Recognize any of this in any of your salespeople?

Related Articles
  Survival of the Fittest on the Sales Force
  Call Reluctance - Causes, Factors and Predictors
  CAN TWO SALESPEOPLE REALLY BE THAT DIFFERENT?
  Which Salespeople Use Bad Judgement and Burn Bridges?
  The Prospect Isn't Talking With Any Other Salespeople

Home > Sales > Dave Kurlan > The Former Car Salesperson That Didnt Know Why He Failed
Article Tags: car salesman, conviction, dozens, handful, home theater projector, mistake, nice guy, rejection, salespeople, selling cars, shopping, spending money

About the Author: Dave Kurlan
RSS for Dave's articles - Visit Dave's website

Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development.  He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).

Click here to visit Dave's website Dashed Line

Understanding the Sales Force
More from Dave Kurlan
Predict Sales Turnover
Visual Pipeline
Salesperson Selection


Related Forum Posts
Re: Any suggestions on how I can market my trademarked TShirts? Re: Any suggestions on how I can market my trademarked TShirts? - Hi Apologies guys, It was my misunderstanding. Didnt mean to offend anyone - Exspecally Trent. Regards David
Re: Job market slump is a guy thing Re: Job market slump is a guy thing - She was even sent on a £3000 sells course too! Didnt help, just made her head bigger! She struggled to get through the door! People buy results not promises.
Site after-posting problems? Site after-posting problems? - Don't know if this is happening to me alone, or to everyone, but every time I post a message, instead of my message coming up after a few seconds, I get this error message: Failed sending email :: PHP :: DEBUG MODE Line : 235 File : emailer.php


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.



Featured Article


Bottom Footer
Share for a Cause












Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

Small Business Internet Marketing

Top Ten Home-Based Businesses

Selling What Sizzles vs. Delivering Real Value
Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.