(Continuing from episode 2)
Q. I will ask another question in regards to sales. Though I am trying to behave properly to others as per Great Mentor’s teaching, I felt that putting what we know into practice doesn’t come easy and takes more time as Great Mentor mentioned.
In a sales department, I looked back especially when unfortunate incidents happened, and I questioned myself the reason why such events happened to me. But I still need some help to understand and interpret them correctly. For example, if sales did not go well as I hoped, I wondered if it’s because I need more time or if it is because I need to change my direction and the way I treat others. Because of that, there have been many times that I got challenged and was concerned in various ways.
I think it would help if I could understand the proper way to look back and learn the lesson.
A. Not every customer is visiting a car dealership to purchase their cars, but they are coming to look around. You are supposed to show the cars around for those customers. Why do you have to sell the cars to them?
They are coming to see and learn about cars. Though they come for a tour, you treat them so well. Then they will buy from you later. It’s just that they are not buying today. Moreover, does everyone typically buy their cars after they look around on the same day? No, they don’t.
Focus on building a relationship. Make them feel comfortable, then they will come again to see you.
Therefore, we treat people well on any occasion. If you leave a good impression on them, it’s very likely that they will come again to see you. For this reason, focus on building a relationship. You show them around and answer their questions well, okay? Exercise this principle, you say, “Please do not hesitate to contact me if you need any of my help.” You add, “I will try my best to take care of you,” and make them feel more comfortable. They will respond, “Okay, sure,” and they would leave.
You will increase the chance of their next visit by letting them leave with a smile. If you stay nonchalant and say to them, “Okay, yup, yup, bye now.” At the end of your shift, you may think, ‘Oh, I easily took care of one of the many visitors today.’ But that customer won’t come back. Customers should be able to feel comfortable so they can come back with the same positive feeling.
It’s really important how you finish meetings with clients. It’s not that you must sell a car today just because you are a salesperson. Currently, you are in the process of building a valuable relationship. With this approach, you will never fail.
If you are eager to sell a car to a customer, you cannot run a big business.
If you get a chance to meet new people, have conversations, and share thoughts, you are supposed to start making an effort to get close to them. You should provide assistance he indeed appreciates. Although he leaves the shop without purchasing, you still say, “Don’t worry. It’s my pleasure to assist you. Please contact me for any other questions or help.” You let him leave with smile and exchange business cards as well. Later that evening, you could phone him to ask if he got home safe. This way, you spend more time socializing and getting along with people. You say, “Unless you are busy, I would be pleased to go have a cup of tea with you.” Instead of pushing him to purchase a car, you comfort them by saying, “Please feel free to stop by to have a cup of tea anytime.” With this attitude, it’s important that you get along with people.
Those people whom you have had a relationship with will introduce you to many others. The connection here plays a key role.
Let’s say he did not purchase a car after all your genuine hospitality, but what would happen if you keep developing a relationship with him? He would send you other people who need to get new cars. That’s how your sales performance improves. It’s foolish to attempt to desperately sell a certain number of cars to customers each day. You won’t be able to grow your business. If you are eager to sell a car to a customer, you cannot run a big business.
If you managed to maintain a healthy relationship with your customers, they will refer you to others and say, “Oh, that gentleman will provide you with a quality service. I know a very good car salesman.” As a result, those people whom you have had a relationship with will introduce you to many others. The connection here plays a key role.
During the next three years, you should care less about money but focus on building your experience and improving yourself.
For those people who deal with imported cars, they are privileged to meet high-end clients. During the next three years, you should care less about money but focus on building your experience and improving yourself with the budget from your income. It’s important that you value the relationship with your clients and that the last thing you want to do is trying to make more money for the first three years.
You should consider your income as budgets that the society supports for your continued growth.
You should consider your income as budgets that the society supports for your continued growth; therefore, you must spend it productively. If you try to save up the money and try to start up a bigger project without investing in self-development, you will not succeed. Since your priority is studying and learning for the first three years, you should appreciate what society has to offer and the budget it provides. If you continue putting effort into learning while spending your expense efficiently, you would be surprised to see how much you would have grown for the last 3 years. That’s what society does.
The reason why the Grand Nature leaves you without much wealth is to drive you to society so that you will meet people and learn from every relationship.
It is the very mistake to think that you are supposed to make more money. The Grand Nature has driven you to society by leaving you without much wealth. So who will you meet in society? You will meet people, and you can learn from every relationship. You can acquire what you are missing while interacting with them. In addition, thanks to their introduction, you will find out what you did not know. You will be exposed to circumstances with such a positive experience, something you would not have normally experienced. So by interacting with these people, you will be granted good opportunities.
Why do you care about the sales when it comes naturally if you behave by the right principles?
You should enjoy these opportunities, learn to appreciate and approach society with the right mindset. As a result, you will become a valuable member of society. When you appear in society, you should act as a member of society instead of just trying to sell more of your products. Why do you care about the sales when it comes naturally if you behave by the right principles? (I understand)