Comments on: Motivation is needed more than ever…Intelligent Motivation http://cathcart.com/2009/04/motivation-is-needed-more-than-everintelligent-motivation/ Intelligent Motivation for a Challenging World Mon, 30 Jan 2012 10:43:12 +0000 hourly 1 http://wordpress.org/?v=3.3.2 By: Barbara Christoferson http://cathcart.com/2009/04/motivation-is-needed-more-than-everintelligent-motivation/comment-page-1/#comment-1339 Barbara Christoferson Mon, 06 Apr 2009 13:34:54 +0000 http://cathcart.com/?p=1715#comment-1339 Jim, your website is the only speaker's website that would make me want to book you. I run a large chain Hair Salon and am constantly looking for ways to motivate a staff who has been used to customers coming to them. They have great technical skills but don't want to try new techniques to finding and keeping customers. Do you know the term "starving artists". That is my fear for them if they don't try different approaches to selling. With your website I can pull whole articles and create a game plan for them. I have learned in the past not to print something for them to read. I have always been extremely proud of being a Hairdresser, but I will be more proud if I can motivate my staff to make a reasonable living by taking one step forward on their customer service and selling approaches. This week I am asking them if they are "keepers", because if they don't produce our Company will not keep them. Knowledge is power. The last time I bought a car I was thrown out of three dealerships because I came prepared with facts about how much their car actually cost and I was willing to pay. I told the last one, I am willing to buy but I will leave. Now you can wait on all your other customers. I was the only one. Jim, your website is the only speaker’s website that would make me want to book you. I run a large chain Hair Salon and am constantly looking for ways to motivate a staff who has been used to customers coming to them. They have great technical skills but don’t want to try new techniques to finding and keeping customers.
Do you know the term “starving artists”. That is my fear for them if they don’t try different approaches to selling. With your website I can pull whole articles and create a game plan for them. I have learned in the past not to print something for them to read. I have always been extremely proud of being a Hairdresser, but I will be more proud if I can motivate my staff to make a reasonable living by taking one step forward on their customer service and selling approaches. This week I am asking them if they are “keepers”, because if they don’t produce our Company will not keep them. Knowledge is power. The last time I bought a car I was thrown out of three dealerships because I came prepared with facts about how much their car actually cost and I was willing to pay. I told the last one, I am willing to buy but I will leave. Now you can wait on all your other customers. I was the only one.

]]> By: Jeff Schleien http://cathcart.com/2009/04/motivation-is-needed-more-than-everintelligent-motivation/comment-page-1/#comment-1338 Jeff Schleien Mon, 06 Apr 2009 06:38:25 +0000 http://cathcart.com/?p=1715#comment-1338 Interesting story, Jim. I had a similar experience at a dealer this weekend. My wife's van broke down. We brought it into the dealer. We waited around and around for the repair. There were 2 sales people on the lot. Neither approached us to see if we might be interested in trading in our car for a new one. I'm in the financial services business. If I don't proactively grow my customer base, I fail. I can't imagine standing around a lot waiting for people to show up and then not making an attempt to sell them something. Interesting story, Jim. I had a similar experience at a dealer this weekend. My wife’s van broke down. We brought it into the dealer. We waited around and around for the repair. There were 2 sales people on the lot. Neither approached us to see if we might be interested in trading in our car for a new one. I’m in the financial services business. If I don’t proactively grow my customer base, I fail. I can’t imagine standing around a lot waiting for people to show up and then not making an attempt to sell them something.

]]> By: Walt Hansmann http://cathcart.com/2009/04/motivation-is-needed-more-than-everintelligent-motivation/comment-page-1/#comment-1337 Walt Hansmann Mon, 06 Apr 2009 02:23:12 +0000 http://cathcart.com/?p=1715#comment-1337 Jim Great story. And, all too true. I see it in every industry. I was at the Home and Builder's Show in Tulsa a few weeks ago. Ready to buy if I found what I wanted. Only a few displays had active sales people you would greet you and find out what you were interested in ... AT A HOME SHOW! I wish I had a few of your old Relationship Selling videos to hand out! I doubt they understand what they are missing, nor what they should do to correct the problem. Jim

Great story. And, all too true. I see it in every industry. I was at the Home and Builder’s Show in Tulsa a few weeks ago. Ready to buy if I found what I wanted. Only a few displays had active sales people you would greet you and find out what you were interested in … AT A HOME SHOW! I wish I had a few of your old Relationship Selling videos to hand out! I doubt they understand what they are missing, nor what they should do to correct the problem.

]]> By: admin http://cathcart.com/2009/04/motivation-is-needed-more-than-everintelligent-motivation/comment-page-1/#comment-1312 admin Thu, 02 Apr 2009 19:00:38 +0000 http://cathcart.com/?p=1715#comment-1312 Here's the skinny, I bought my wife a Honda Accord EXL 6cyl Nav. We had been shopping Hyundai and that's where the problem was, with the people, not the cars. I, too, do training in the auto industry on occasion and have found that the primary problem is at the management and hiring level. Training is almost universally inadequate and supervision is mostly coersion and demands. What a shame. With intelligent hiring, constant training and optimistic leadership the sales people and dealerships could thrive by comparison to what they are doing now. The products are great, facilities mostly modern and buyers are eager to commit. Here’s the skinny, I bought my wife a Honda Accord EXL 6cyl Nav. We had been shopping Hyundai and that’s where the problem was, with the people, not the cars. I, too, do training in the auto industry on occasion and have found that the primary problem is at the management and hiring level. Training is almost universally inadequate and supervision is mostly coersion and demands.
What a shame. With intelligent hiring, constant training and optimistic leadership the sales people and dealerships could thrive by comparison to what they are doing now. The products are great, facilities mostly modern and buyers are eager to commit.

]]> By: Joel A. Miller http://cathcart.com/2009/04/motivation-is-needed-more-than-everintelligent-motivation/comment-page-1/#comment-1309 Joel A. Miller Thu, 02 Apr 2009 17:27:17 +0000 http://cathcart.com/?p=1715#comment-1309 Jim - excellent observations of a weak industry...I had similar results when I was shopping last summer. Appalling lack of Sales urgency, connection, and execution. I too ended buying a car I wasn't considering at first (the new Hyundai Genesis - smokin' by the way, and 1/2 price of competition). On the other hand, I had a pretty good story when I dropped off our old Honda for some service...my brother-in-law came with me to look at some new models, and the sales interface was actually excellent. Perhaps it was that the Salesman was a recent transplant from back east, but he hit all the right marks. Personable, good qualifiers, knowledgable, and even got Jake to sit down and do some pricing. Maybe that's why Honda is faring better than some others (as well as a superior model lineup). Thanks again... Joel Jim – excellent observations of a weak industry…I had similar results when I was shopping last summer. Appalling lack of Sales urgency, connection, and execution. I too ended buying a car I wasn’t considering at first (the new Hyundai Genesis – smokin’ by the way, and 1/2 price of competition).

On the other hand, I had a pretty good story when I dropped off our old Honda for some service…my brother-in-law came with me to look at some new models, and the sales interface was actually excellent. Perhaps it was that the Salesman was a recent transplant from back east, but he hit all the right marks. Personable, good qualifiers, knowledgable, and even got Jake to sit down and do some pricing. Maybe that’s why Honda is faring better than some others (as well as a superior model lineup).

Thanks again…

Joel

]]> By: Capiz Greene http://cathcart.com/2009/04/motivation-is-needed-more-than-everintelligent-motivation/comment-page-1/#comment-1297 Capiz Greene Thu, 02 Apr 2009 14:10:19 +0000 http://cathcart.com/?p=1715#comment-1297 Jim, Great story - I'm curious what type of car you bought, and what were the small differentiators in selling at the second dealer that caused you to purchase. A majority of my work is in the auto industry and specifically with dealers. Thanks! Capiz Jim,

Great story – I’m curious what type of car you bought, and what were the small differentiators in selling at the second dealer that caused you to purchase. A majority of my work is in the auto industry and specifically with dealers.

Thanks!

Capiz

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