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Begin With The IN In Mind

“If you want to change the outer image of any noun, know that your task should start from the center.”  Think about it, if you want to get fat, act on eating fatty foods…if you want to get better, act on thinking better thoughts.  What does this have to do with phone training?...Everything!  Last time I shared with you my physical background, now for my return readers, I’d really like to show you where the perception of super powers originated.  I’m going to do this by sharing with you what I call my “Ten Tailored Training Tools To Take iT To The Top”.  Each of these tools were implemented in the first quarter century of my life, and here they are:

1. Commit to excellence in your chosen field
   1. The desire to be the best at something is a thought process that not enough of us have subscribed to.  [THOUGHT BUBBLE: Why are there ICs in our industry who have thirty deliveries monthly when I only have fifteen?]  I could never live with that question in my head.  Even I, as your phone trainer seek out training EVERY SINGLE DAY.  I seek coaching and training from top industry executives.  Not only do I have weekly meetings with Sean Bradley, I’ve forged relationships with the likes of Denis Waitley and Darren Hardy…who always point me in the right direction on my quest to be the best.
2. Develop your unique talents and abilities
   1. I believe that I am a one of a kind listener, and I work every day to make that truth.  Oh how I work on this.  Dr. Covey calls it “empathic listening.”  If we as Internet Coordinators really follow/use this tool, we would be unstoppable.
3. Develop a clear sense of direction
   1. I ask ICs what is their #1 goal on the phones on an incoming call.  They usually answer “To get an appointment.”  I contest that’s the #2 goal.  The #1 goal on any incoming call should be to secure the lead…get the information.  My analysts and I hear calls where the asking of the potential customer’s name is all the way at the end of the phone call.  Even boyz n the hood answer the phone “Who Dis?” :) If we know exactly what we want, it greatly increases our chances of getting it.
4. Refuse to consider the possibility of failure
   1. Too many times ICs are scared to ask for the appointment.  They say it’s easier to T/O the call, or suggest they go back online, or suggest that we call the customer back…ETC.  NO!  I don’t want more unnecessary work.  I’m gonna ask for the appointment now, and if I don’t get it, I’m going to address any concerns and then…ask for it again...and I’m going to expect to get it.<<<
   2. &What is this I hear from my struggling coordinators about “People don’t really wanna come into the dealership…That’s why they’re going online.”  I say “That’s why they’re struggling.”  They’ve already given up.
5. Dedicate yourself to life long learning
   1. Can you believe that not all of the ICs I work with listen to the things we teach?  Not many, but I work with a few who waist their dealer’s money by hiring a company like Dealer Synergy to train them, and then continue to ignore all our coaching.  The smartest person keeps attempting to learn.
   2. This article is going to continue next week.  Only those who are committed to this particular principle will benefit…again, The smartest person is continuously learning.

Talk to you all next week, when I learn five more training tools. :)