Selling is Like Golf

There are moments when car sales can seem daunting and even impossible.  Kind of like taking tricky golf shots where in front of you are a multitude of obstacles.  Asking complete strangers to fork out several thousand dollars is not even easy.  Neither is trying to hit this island green from 176 yards out in the pouring rain at Eastmoreland.  On occasion there is a Zen Moment where your only focus is the goal, that waving flag.  The stars align, the sun peaks through and you are playing like a seasoned vet, even after a short year in the biz.


Sales is a numbers game and 95% mental.  I will talk to four or five customers on a busy Saturday and get five "No's" in a matter of a few hours (not to mention the "No's" I receive on follow up calls).  The no's are like slogging through the rain on a wet October day, hitting duff after slice after hook into the trees/water/sandtrap/goosepile.  But you keep going through the motions that you know work and try to stay positive.  Commanding yourself to stay positive.


Chance often favors the prepared mind.  So, when the call is sent out on the sales floor over the intercom, "available sales pick up line one," I instinctively grab the phone and positively set an appointment for that shiny new Lincoln.  Then brush up on product knowledge beforehand, greet the customer full of steam and look toward the glorious end of the perfect sales transaction (me making some money, and the customer extremely happy).  


Like that perfect eye of the downpour that decided to come out when I was in the midst of frustration.  Teeing up, I shook the memories of those errant shots off like dust in the wind, zero in on the pin and illuminated by a clear goal (the sun actually helps in this one).  Confidently I take a practice stroke, then knowingly commit in the backswing.  I let that four-iron rip, playing the fade....  Safely on the green, and that's just the beginning.  Ahh...

There are transcendent moments in life where we can step away from ourselves and see what is happening while we are experiencing that moment.  Visualizing the end result as positive while at the same time consciously identifying every blade of grass your ball is going to pass over before it sinks in the hole.  Visualizing the signing of the deal while knowing every word you are going to say in response to every question or every objection.  


And you sink that birdie and you sink that sale.  And you are validated.  Healthy, happy and thrilled that your skill is enough to pay the bills.