The size
bite we all get out of life may not be due entirely to our
talents, good looks, heritage or the final efforts we all
put forth to succeed, but the size bite we get out of life
may be according to the I.M.P.A.C.T. we make with the people
we come into contact with, our daily activities and thought
patterns! It is not enough to just want to be successful in
your automotive selling or management career, or at home
with your loved ones. Perhaps some thoughts on having a
great I.M.P.A.C.T on our clients, salespeople and family
members from the late, great Charlie Cullen will assist you
in getting that "bigger bite out of life?!"
Charlie Cullen, one of the top sales & motivational speakers
in the early '70's felt we as salespeople and managers were
more prone to success when we could reduce our tasks and
focuses to the common denominators of single words or
phrases. I.M.P.A.C.T. is just one of those triggers and
assists us in identifying those skills and characteristics
identified with successful accomplishment. What does
I.M.P.A.C.T really suggest?
Important
"Keep the main thing the main thing". Start each day (or
night before) by writing down what are your most important
projects/tasks for the day and focus on those items. We
often become side-tracked on less important projects when
the "list of important tasks" isn't made for that day. Also,
"we become what we think about" and when we allow our
thinking to dwell on lower priorities and "negative"
thoughts, our day becomes far less productive and enjoyable.
Mature Judgment
Be open to "new ideas" without the threat of "change"
scaring you away from establishing the benefits and rewards
of new and better ways to perform in the marketplace. The
human mind can automatically "resist" change and new
concepts before we can intelligently research the short and
long term advantages of installing new ways to performing at
work. If one must "worry"....pick a time and day of each
week to sit down, pull out your lists of things to worry
about... and just worry!!!! But PLEASE, don't worry while
you are trying to sell or manage!
Purpose
Success may begin with the thinking processes but "habits"
ultimately determine the daily successes in sales and sales
management. "Act as if"" is probably the wisest piece of
advice I have ever received. The positive habit patterns can
take over when the mental processes are not performing at
the highest levels we usually expect and demand of
ourselves. It is easier to "act oneself into a good
attitude, then to think oneself into a good attitude". Habit
patterns more often guarantee success in maintaining our
purpose and objectives.
Attitude
The real
bi-product of a healthy "attitude" is the influence it has
on the people working with us and our clients. That should
go without comment but with a more challenging marketplace
due to significant changes to the retail automotive
industry, the attitudes we display on a daily bases have
more to do with accomplishing success or bringing about
failure. That "struggling" salesperson, manager or potential
client's mindset can be greatly influenced to a point of
real change based on the examples and attitudes we send out.
How often have we heard that new salesperson or client say
that they were ready to either quit or leave the dealership
but were positively changed due to the manager's attitude
about them, the business and perhaps...life!
Courage
One might
say that "courage" is only a bi-product of a healthy mental
attitude. "Acting as if" and facing the fearful situations
before they become so large and out of control. The
"self-talk" we use throughout the day only serves to
strengthen our Positive Mental Attitude and outlook. Also,
"do the next right thing" in dealing with stressful (and
even "scary") situations. As we think back to those days
filled with worry and fear, we usually realize that those
fears never materialized into anything but just "F.E.A.R."....
False Evidence Appearing Real.
The Human
Touch
It is easy
to be nice to our top salespeople and our very profitable
customers. Treating people the way we would like to be
treated can be rather difficult at times, especially when
our day, week or month is not going in the direction we had
hoped it would. Developing the habit of saying "uplifting"
things to people within our organization, especially when
they may have earned the exact opposite, takes more
character and commitment than just about any other skill in
being a successful sales manager/dealer. Take a "struggling
salesman" to lunch and show attention and concern. Some of
the top salespeople in this business were close to calling
it quits just before a sales manager "coached" them into a
successful turnaround.
Perhaps one
of the ways to get a bigger bite out of life is to help
others get theirs?! This business is and always has been
about "team work." Before we can assist our people in being
more effective with their skills and attitudes, we need to
"have a check-up from the neck-up!" Maybe that is what
I.M.P.A.C.T. is all about?!!!
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