Do you see them? Although only a handful show up at our dealership they are surrounding us almost everywhere we go. Maybe they are dead to you. Maybe you are afraid of them. We stay silent because we have learned that the walkers can’t harm us if they can’t hear us. It is only when we make noise that the walkers can eat us alive with rejection. Typically, one bite is not fatal but if we sustain several bites especially from multiple walkers our chances of survival are tremendously diminished. The fear that walkers bring is so paralyzing that we lose the ability to use the very weapons that have proven to be so powerful such as a smile, or maybe a nice “hello”. The truth is that the fate of our profession rests in the hands of a few.
For a few, and I am talking about the elite in sales, they see everyone as a walking lead. They also understand that eventually every one of them will show up at a dealership somewhere. Although the sales pro is not immune to the bites of the walkers they have built up antibodies from the sales of previous walkers. The sales pro will purposely make noise to get the walkers attention leading them to the dealership by initiating conversations that develop into things like curiosity, trust and relationships. For these few that see the walkers as very much ALIVE, they are hoping that you will continue to live in fear of the walkers. Ssshhhh! Here comes another one.
By Dave Cribbs
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