How are you getting your message out so customers can learn what makes you different? In today's world you have to get the word out about who you are and what you do... you have to get above all the noise that distracts your customers on a daily basis. As some would say, if you're not going to honk your own horn, what's the point in having a horn?

Customers can do business anywhere, with anyone they choose. But you and I both know the best person for them to do business with is you and your company. But why is that? What makes you different than the other 15+ salespeople on your sales floor? What makes you different than any of the other salespeople at the other dealerships selling cars just like yours?

If you can't answer those questions with confidence, and with some passion and conviction then maybe you should start right there and give these points some thought. Once you have a clear personal branding message you want to get out, you need to fully commit to it and let people know!

For me I have built my personal brand on a few key values. I work hard to offer my customers a hassle free, transparent, and professional experience each and every time.

Buying a car should be an enjoyable process, where in the end the customer drives off completely satisfied with their experience with you, the dealership, and of course with their new ride. Buying a vehicle truly doesn't have to be a dreadful experience.

So what are some things that I started doing that have helped me?

One of the best things someone new to sales can do for personal branding is establish a social media presence. I created a business page on Facebook a couple years ago to promote my personal brand to prospective customers as well as current customers. I use this page to deliver quality information to my followers, stay in contact with my customer base, help prospective customers get to know me better, and keep all customers informed of opportunities happening in real time in the dealership that might benefit them and save them time and money!

Creating and running this page has been a learning experience for me, and over time my efforts have evolved and gained momentum. I'm now seeing leads being generated more consistently from the page. I get referrals through the page, and I make sales because of the page. But, my point is that you have to start somewhere and be willing to fail, learn from the failure, and then try again as many times as you have to in order to succeed!

If you don't start and you don't take action, nothing will happen for you.

What will happen if you don't start taking action with social media is you will get left behind. Actually, some studies have shown that salespeople who use social media outsell their peers who don't by more than 78%! [source] That right there is reason enough to get on social selling!

Another great idea to establish personal branding when you are new to sales is to start a blog. I have started a simple blog and use it as a way to communicate my messages to customers. I bring a ton of added value to what I do because I create content that is useful for my customers. I am seen as a current voice in my industry, and more of an authority in my field.

For example I sell Honda Autos, so it would be smart for me to write a blog about why the All-New 5th Generation Honda CR-V is a great choice for families, it would also be an excellent way to communicate with customers who have families that are shopping for a Crossover SUV. Blogging gives you a way to reach your customers without being all about sales. This is a great way I bring value to my customers that other salespeople don't.

Another point to remember about developing a blog and posting your own content is that the content stays online working for you long after you post it. It's not just one day and done with blogging. Potential customers can come across your content weeks, months, and even years down the road as they do specific searches online that your content may rank for in the search engines. Don't underestimate the power of a blog and what it can do to drive traffic and turn readers into leads, and potential customers!

One last thing to think about if you really want to get your message out there and promote what doing business with you is all about, is Customer Reviews!

Customer reviews are absolutely huge in today's world of online browsing, researching, and shopping. Knowing how to get your customer to leave reviews and how to leverage them for personal branding is critical! Customers read reviews and many studies on this show customers can find them to be one of the biggest motivating factors to why they choose a brand, dealerships, or even a particular salesperson.

Actually, did you know that 88% of consumers trust online reviews as much as a personal recommendation? [source] That's huge because we all know how strong referral business is and reviews can do this for you!

The goal here is to make sure you deliver on the experience both online and in store. Then you need to assume responsibility for getting the review you and your business deserve, as well as help the customer get a review out there on a platform that benefits you the most.

You can try telling a customer you've met for the first time how great you are to do business with, but it's more powerful when you can show them hundreds of positive reviews written by customers who have already decided to do business with you.

These stories, or reviews, will mean more than your words do... trust me on that one! Be sure to encourage your customers to tell their story in their reviews, and of course be sure to share the reviews with other customers. But you also have to make sure you stay consistent and continue getting reviews. In fact, if reviews are older than 90 days 73% of consumers say the reviews are no longer relevant to them! [source] WOW!!

So think about all the things you do, everything that makes doing business with you and your dealership better than the other guy, maybe make a list for yourself. Think about why doing business with you is different than the other guy or gal they could buy from. Then, get the word out and make people aware of it!

Use the Free social platforms available to you, get creative and create some of your own content with blogs or videos or even better both. Make sure you bring a ton of value to everything you do so you continually receive positive online reviews. If you do this, you will be giving yourself a tremendous advantage over your peers and you will experience a successful career in sales!

Feel free to leave a comment below with your thoughts, and please be sure to Share!

Trust is something that people have a harder time with today than maybe ever before. There are so many people online telling their stories, selling their ideas, who do you trust? We live in a time when major news outlets are called out for being "fake news" and Donald Trump is our Commander in Chief. Can you blame us for having trust issues?

So how do you establish yourself as trustworthy and gain the loyalty of your customers? It takes some time, but there are a few tips I want to share with you that have helped me establish myself and my personal brand as a trusted resource for my customers over the years. If you are New to Sales and want to have a long career in your industry, focus on these things and you'll be certain to gain the trust of your customers, and their loyalty to you and your company.

Do what you say you'll do

Relationships are based on trust, and if you're in sales you better be all about relationships. Great salespeople do what they say they'll do and they follow through on their promises. One thing I will never do is tell a customer I will do something that I know I cannot do or that I have no control over. I only make promises I can keep, and I always make sure to follow through on those promises.

If you want to be known as a trustworthy and as someone who can be relied on you need to make good on the things you say you'll do. Don't even consider letting something slip no matter how small you may think it is. People will remember when you make a promise and don't keep it. When you do that you lose some credibility, and it's very hard to gain it back.

Customers will appreciate your high level of integrity and the fact they can rely on you to do what you say you will. This will translate into repeat and referral business which will make your sales career successful.

Don't talk out of school

One of my first professional mentors taught me this years ago. Whenever I get asked a question I truly don't know the answer to I make it a point to find the right information, I don't make something up. This has served me very well over my sales career.

Customers want to work with someone who knows their stuff, so it's very important that you educate yourself on your products and services. You should know your competition and be prepared to answer the tough questions you may get when working a deal. But there's nothing worse than a salesperson who gets asked a question they don't know the answer to and they begin talking out of school, major turnoff!

If you don't know, that's OK! Some sales trainers will make you think and feel as though it's never a good idea to tell a customer you don't know something. While I agree the customer wants to work with a knowledgeable professional, I think more than anything they want accurate, and honest information. When you don't know the answer to a question, or when someone needs help beyond your current level of expertise, handle the situation professionally and seek help.

Follow up on things

It's one thing to be a good salesperson and write lots of orders, that's what we do! However, it's another thing to live up to the customer service end of the deal after the sale. Service after the sale is crucial to building the kind of relationship you want to have with your customers, and how you are viewed by your customer base.

Are you following up your customers after the sale to ensure their satisfaction? I know from first hand experience as a customer myself that not every salesperson follows up their customers post sale. This was something I learned early on and I believe is one of the biggest factors to my success in sale.

It's one thing to tell customers you and the company you represent will take care of them, but it's another thing to live up to that. Making sure you are available for questions after the sale, service, add on sales, and just simply continuing to build the relationship through follow up turns a good salesperson into a great one. The effort involved in follow up is most definitely worth it!

Follow up goes a long way towards maintaining trust with your customers. They trusted you enough to do business with you, now it's time to show them that you do what you say. If you haven't closed the deal yet, following up shows your potential customer that you care and truly want to help them and earn their business. Again, this builds trust and separates you from the competition who hasn't thought about them since they left their last meeting.

I have always prided myself on being a trusted resource for my customers whether I was selling insurance products, furniture, or automobiles. I want to be able to look each and every one of my customers in the eyes when they come in to see me or visit my place of business and know that I have no secrets, and I did what I said I would do for each and every person that has given me the privilege of helping them.

If you want to establish a solid career in sales and get the repeat and referral business that makes good salespeople great, focus on these points and I am positive you will have success! Remember, in the end we are in the people business, and people do business with salespeople and companies they like, and Trust.

I'd love to hear what you have to say on this topic, Comment below and please Share!

I have been in the car business for almost 6 years now and the one thing I wish I had done much sooner is focus on building and promoting my personal brand. In today's world of car sales you need to get above all the noise your customers are distracted by and make yourself, and especially what's unique about doing business with you known!

I highly recommend to all new salespeople selling cars that they give a lot of thought to what their business plan is, and who they are marketing themselves towards. You're probably thinking, "What do you mean business plan Scott, I sell cars?" What I mean is that salespeople today need to think about themselves as a business within a business, and establish a personal brand with a clear message.

What's your niche? What separates you from the other 15 salespeople on your floor selling the same vehicles you are? Why would someone drive in to your dealership to see you and not just go somewhere else? If you don't know the answers to these questions, you need to give it some real thought. These are the things you build your personal brand on, and these are the things you should be making customers aware you bring to the table!

For me and my personal brand message, I pride myself on offering a hassle free, transparent, and professional experience for my customers. But there are things that make me different than the other salespeople selling Honda's and Nissan's that keep my customers coming back as well as send friends and family to see me.

When people know what to expect from you, and you consistently deliver on the experience time and time again, your personal brand is solidified. Word of mouth makes your brand stronger. As more and more people seek you for their automotive needs and you deliver on your promise, the more your brand and business grows.

Use Facebook, LinkedIn, Twitter, Google +, YouTube, Instagram, and all the platforms available to you nowadays that are FREE! It is a fact that salespeople who use social media, and who promote their personal brand outsell their peers. So are you taking advantage of this? You don't have to be a social media guru, just put your thoughts out there and let people know what doing business with you is like!

"Let people know you are more than just someone to sell them a car, but rather someone who handles all their automotive needs!" - Scott Larrabee

The past 2 and half years I have focused hard on my personal brand with every social media post, blog, handwritten note, phone call, and fresh up on the lot. I have begun to break through the noise and reach people with my message. I think of my efforts as the stream beating against the rock, over time persistence and quality content will prevail.

Customers are online, they read reviews and research businesses and salespeople. I know you know that, but I believe sometimes salespeople forget this simple fact. If a customer Google's me they will find professional articles written by me, a professional page on LinkedIn, Google +, Facebook, a business Page on Facebook, my profile and 5-Star Reviews on DealerRater, a Sales Blog, a website that I created for new salespeople, and many other sources of content and information about me that say I am a professional with a consistent message!

What do customers find out about most salespeople when they research them, nothing! If anything they might find a Facebook page and see some not so professional photo's and posts. So all I'm saying here to the guy or gal still reading is this...

If you want to be a professional and earn a professional income, you need to give a lot of thought to your personal brand and learn how to promote it effectively!!

If you do, you'll not only set yourself apart from your competition, you'll experience great success in your automotive sales career!

Don't forget to leave a comment below!!

If you're new to selling cars, check out this blog...

In automotive sales you have to establish your personal brand, or your niche. What is it that you stand for as a salesperson, and what kind of service and experience can your customers expect when doing business with you? These are question I ask myself, helping me establish values that my personal brand is now built on.

I value Time, it's the only thing I cannot get more of in this life. So naturally I value my customer's time. This is why I pride myself on...

A Hassle Free Experience!

Let's face it, people don't want to spend hours hanging around a car dealership. This is why so much research is done ahead of time online. Today the average car shopper spends 17 hours researching vehicles, makes/models, local dealerships inventory, third party review sites and more. Then after all that research guess what? 68% of people visit an average of 2 dealerships or less, while 40% only visit ONE DEALER!Customers want the least amount of time in the dealership as possible.

Personally, I love making new car day an enjoyable one for people because it should be! Other than buying a home it's one of the largest purchases a person makes in their life, and did you know the average person buys 12 cars in their lifetime? Earn the trust and business of someone at the beginning of their young car buying career and you'll potentially have someone buying cars from you for years! Not to mention ALL THE REFERRALS!

Another thing I value highly and which my brand stands for is...

Transparency!

When I started in the car business almost 6 years ago I really lucked out starting with Darling's Auto Group. Working for such an amazing company has made the growth of my career in the automotive business possible. So many people are excited to do business with Darling's, it makes it easy for me to align my personal brand message with that of the company I represent.

One of this most important values I share with Darling's Honda-Nissan-Volvo is transparency. Our General Manager has adopted some of the best technologies in the business, and it has allowed us to sell with confidence and REAL INFORMATION!

Regardless if it's working with a customer on a value for their vehicle, or finding a new ride that will fit the budget for someone, I can operate with full disclosure. It's important to me because that's how I expect to be treated, and that's the kind of person and company I do business with.

Doing business fairly and professionally is very important to me, and a couple of the biggest values my personal brand is built on. When I read through the reviews about doing business with me from customers I feel so grateful to have had the opportunity to help them.

Being a trusted resource in the car business for the people in my community is important to me, and without professionalism and fairness I can't be that.

These are just a couple of the values my personal brand is built on. A major key in all of this when trying to build your brand is to be genuine, and live up to your message. Don't put something out there that you don't believe in, and don't say you'll do things you have no control over. Establish the things you truly value and are willing to stand for, then build your personal brand on them!

Please leave a comment below, and check out my top 10 quotes for salespeople here!

As I'm sitting here having a cup of coffee and enjoying some beautiful July Maine weather, I'm reminded of something that I have noticed SO much lately when talking with salespeople. Having a conversation can be a challenge with people, especially salespeople. As a salesperson I have to be a master of professional communication, really ensuring what I say is valuable and delivered in a positive way.

In today's 140 character world people tune out quick.

I often remind myself that as human beings we like to hear the sound of our own voice, and we get very bored with listening to others talk at us... QUICKLY! As a salesperson I can get a little wordy sometimes and I like to talk, we all do. However, I always get my chance to talk navigating through the sales process. For instance, when I do my demo I get to talk while I'm relating features and benefits showing my customer that I was truly listening!

You and I as professional salespeople have to be excellent at the skill of listening, professional communication, and waiting for our turn to talk. Customers want a salesperson to actually listen to them, and personally as a buyer I've always been impressed with a salesperson who takes a few notes, or repeats back to me my HOT BUTTONS!

But most importantly I try to remember that when I'm having a conversation with someone who constantly interrupts me or tries to finish my sentences because they're so anxious to talk again, I walk away not feeling very valued. I do this to my wife sometimes and it drives her crazy, Oops!

Pro Tip: Work really hard to wait a second before taking your turn, sometimes the other person is just collecting a thought and you'll end up interrupting them.

I figure if I feel this way most of my customers do as well. Learning to make communication comfortable, professional, and not feel forced for people will go a long way towards sales success.  I believe when you genuinely care about your customers needs, you want to listen to them.

My suggestion is to slow down and remember good communication skills. Offer that to your customers and it will result in a memorable experience with you. Another benefit is that you will enjoy the sales process so much more when you find yourself listening to needs and coming from a place of service.

Working with you will feel like a breath of fresh air, because your competition is WEAK on communication!

Commit to being a better listener and professional communicator more consistently, you'll be headed straight towards more sales, and happier more satisfied customers!

Leave a comment below!!

When I started selling cars five and a half years ago there were 3 pieces of advice given to me that have helped me succeed in this business. I want to share them here in hopes that they may have a positive impact on someone else who may be New to Sales in the automotive industry. We need more professionals selling out there on car lots across America, not a bunch of untrained, unprofessional clerks giving the sales profession a bad name.

So, here's 3 pieces of advice for anyone starting a career in car sales from the veterans when I started!

Have Fun!

It's easy to be excited and have fun when you're new to sales, especially in the car business. But something happens to some salespeople after a little while and they stop having fun and start taking things TOO seriously. I mean, at the end of the day you have to remember that you're selling cars, not solving world hunger.

YES, you do a great service as an automotive sales rep for the customers you serve. However, no one is running in with a gunshot wound asking you to save their life either.  Have fun with your co-workers, have fun with your customers, and enjoy yourself!

If you stop having fun, selling cars becomes a lot harder and unenjoyable. Since I have been in the car business I have met some great people, experienced some great successes, and grown as a professional. But most importantly I have had a lot of fun!

Sell Cars!

That's right, sell cars. So what does that mean anyway? Well, I took it to mean do whatever it takes to get the knowledge and skills to be successful enough to sell a lot of cars! Besides, selling a lot of cars is fun and it's the name of the game baby!

So for me, the advice directed me towards personal development and sales training. Through those two practices, I sharpened my mindset and began setting bigger goals and pushing myself to get good enough to reach them. I remember when I first set the goal to sell 30 cars or more in a single month. I had that goal many times before and failed to hit it, but I'll never forget the month I did and how it felt to get that commission check!

So do whatever it takes to get good enough to sell a lot of cars, you owe it to yourself. Being a car salesman that doesn't sell many cars doesn't make any sense and it's no fun. Sharpen your skills, watch some videos, read a book, take a course or go to a seminar. Invest in yourself because (as cliche as it is) it's the best investment you'll ever make!

Make Money!

Listen, this is sales and in my opinion, salespeople thrive on two things ... #1 Helping People, and #2 Making Money. To me, those are the most important things in my sales career in that order. I want to help my customer solve their problem, bring a tremendous amount of value, and make money. I want to cash big commission checks!

I know a lot of people get uncomfortable talking about money, but if you're not focused on how much money you want to make, you'll be inconsistent with your results in that area. You'll have good months, great months and even some not so good months instead of consistently great months. If you want financial success in sales you need to make money a priority.

If I want to earn $120,000 a year, I need to make $10,000 a month in commission, which means I have to sell X number of cars and so on. That's where my focus needs to be. There is a lot of money to be made in the car business if you learn how to sell like a professional, this business has made a lot of rich people! But hoping for a good month isn't going to cut it. You have to set your money goals and take ACTION!

So there you have it, Have Fun, Sell Cars, and Make Money!

I'm grateful that I started my automotive career surrounded by a great group of veterans and car people. These car guys taught me a few things early on, and I believe these 3 simple pieces of advice have helped my success in the car business. If you found this helpful please Share, and feel free to comment below!

It is my belief that you need to develop and maintain a positive mental attitude in order to reach your full potential in the car business. With a great attitude great things are possible. Like Zig Ziglar always use to say, 

"Your Attitude, not your Aptitude, will determine your Ultimate Altitude!"

But how do you develop and maintain a positive attitude, especially if you're in car sales? Well over the past 16 years working in sales and management, I have learned successful techniques and skills to succeed mentally. We all go through tests in our life, and I try to remember what Pastor Rick Warren preaches,

"Before success comes a test!"

I have found that one of the greatest traits of all the best salespeople to ever sell is a positive attitude. I experience it first hand in my own life, and that is why I believe these positive mental attitude tips I'm giving you here can help you tremendously.

TIP #1  Create A Gratitude List

Every now and then I will sit down and make a Gratitude List to remind me of all the things I already have to be grateful for in my life. I sit down with a pen and pad, some time to think without getting distracted, and I write down all the things I'm grateful for in my life. I try to think of as many things as I can and create a list.

I can then use my gratitude list to remind myself as often as I need of all the positive and good things in my life as I work towards the next big goal/s in my life. If you implement this into your routine, be sure to update it from time to time as necessary to keep it motivating.

TIP #2  Use Positive Language

I am very, very careful of the kind of language I use during the day. I really work hard to make positive language a part of who I am, I try to see the positive in all things. I believe that people who use positive language are more successful.

Is it really a shock to you when that person who is always negative about everything ends up in another negative situation in their life? Um... NO!

The words I choose to use paint a clear picture of the thoughts dominating my mind. We are surrounded by negativity everywhere we turn, so we need to take full responsibility for our language and how we talk to ourselves especially. 

Choose your words wisely because they truly do have a tremendous impact on the quality of your life! 

TIP #3  Feed Your Mind Positive Content  

I read positive books that inspire me and teach me things. The average American reads less than one book a year! However, your most successful salespeople, CEO's, and entrepreneurs read 60 books or more a year. Everyone has the same amount of hours in a day, it's whether you make it a priority I have found.

I listen to positive speakers like Paster Rick Warren, Tony Robbins, Grant Cardone or Zig Ziglar. I watch videos on YouTube. I've been to seminars and conferences. I am a constant student looking to learn and grow in my profession and in life!

What goes into your mind manifest into reality. You create in your life what you put your focus on, so I suggest that you make your environment as positive as possible and focus on great things!

TIP #4  Have A Morning Routine 

This works great for me to help me maintain a positive mental attitude over long periods of time. So for me, it all starts with a solid morning routine to set up success for my day. When I have a plan and know what I want to accomplish it makes prioritizing and getting the most from my day that much easier.

I'm not a morning person so for me a morning routine is a solid way to set myself up for success. To see the full morning routine that helped me earn a six figure income click below!

 A Morning Routine Will Set Up Success In Your Sales Career

TIP #5  Maintain Good Physical Health

Let's face it, when you are in good physical health you feel better, you have more confidence, and you'll likely have a more positive mental attitude because of it. I know that's how it is for me! I strive to get in at least 30 minutes of exercise every day.

I feel better, look better, and the boost in self confidence helps increase my sales performance which has a big effect on my attitude. Exercise is also a great way to relieve stress, it releases hormones that make you happier, and you gain energy! So, I highly recommend you find time in your day to exercise.

TIP #6  Get Your Inner Circle On Board

The people in my life are on the same page as me, most all the time. I believe there is no sense to commit yourself to a positive mental attitude, and then go and surround yourself with negative people. It doesn't work for me, and studies show it doesn't work for anyone really. Remember...

"You become part of what you're around."

This has been e a hard one for me over the years because sometimes the people that contribute the most negativity in our lives are the ones we love the most and want to spend time with. But I am committed to surrounding myself with good, positive people and situations in my life.

TIP #7  Be A Giver

There is something amazing for me about giving others your time, your attention, or your resources to help them. This is especially true if the person you are giving to cannot repay you in any way. I cannot help but feel positive and good when I'm genuinely helping someone else.

I try to make this a regular part of my life. I look for ways to give back and do the world some good. Of all my positive mental attitude tips this one will makes me feel the best and always seems to work. Giving of yourself is a sure way to be successful with people, have a positive attitude, live a fulfilled life!

The Choice Is Yours!

Is a positive mental attitude important? I say Absolutely it is, and I hope you agree with me! I understand more than anyone the importance of maintaining a positive mental attitude being a professional car salesman. Sometimes I just need a good check up from the neck up, know what I mean?! 

I have also seen other salespeople's career's and live's changed simply by changing their attitude. I am one of those people myself! It's amazing how life gets better when you start thinking positive, and seeing the good in things.

Overall a positive mental attitude has contributed to my success in sales, and in my life as a whole. I hope these 7 easy tips will be helpful to you when you may need them. Please feel free to email me at Scott@NewtoSales.org for other tips for attitude help or anything sales related!

Please leave a comment below!

re·spon·si·bil·i·ty

• The state or fact of having a duty to deal with something or of having control over someone.
• The state or fact of being accountable or to blame for something.
• The opportunity or ability to act independently and make decisions without authorization.

We are doing business in a highly connected and competitive world, and we all know it. Margins are tighter as companies become more and more competitive with one another. Manufacturers are offering incentives like crazy, free money to finance, and everyone is fighting for your customers business. So how do you come out ahead and help ensure your success in the auto business?

Take Responsibility for everything you do, EVERY SINGLE DAY!

As the definition above points out, responsibility is taking control, assuming accountability, and having the guts to make a decision without worrying about passing the buck to someone else. So, are you succeeding at levels equal to your potential? 

If you're not, I would suggest taking a close look at whether you are holding yourself accountable and taking responsibility for your results. Even people who set goals can find themselves making excuses and passing responsibility for their results onto something else like customer traffic, the economy, the competition, price, or a litany of other things.  

You must realize you have the ability to control your actions, take responsibility! 

If you want to see great results in your sales career, your dealerships, your marketing campaign, your BDC, or anything in your life or career you MUST make a commitment to your goal/s and then take 100% responsibility to seeing them through to the end! 

Don't wait for someone else or some outside influence to make the things you want to accomplish happen, take action, MASSIVE ACTION, and hold yourself accountable each day. Here's a few ways I suggest you can do this:

1. Write down your goals for the day, week, and month
2. Create a plan of action to achieve your goals
3. Take Action on your Plan and track your results daily
4. Don't lower targets EVER, instead Increase Action!! 
5. Take responsibility for the results regardless of what they are

Too many salespeople wander through each day, week, and month selling whatever comes their way hoping for traffic, buying customers, and a "Good" month. When they have a good month they pat themselves on the back, when they have a bad one they lay blame to outside influences.

This thinking isn't going to cut it in today's world of sales, especially if you want to stand out and be great at what you do in this business. 

You must take charge of your results, you must TAKE RESPONSIBILITY! 

As Grant Cardone says: "Be Great, Nothing Else Pays!"

One of the things I do every so often to keep myself motivated in sales is to read through my customer reviews. I have been in sales for 16 years now and the best feeling for me as a professional salesperson is to receive a genuine, positive customer review. Of course the relationship you build with your clients is rewarding, as is closing the sale and knowing they now own your product, and that they were willing to put their trust in you. However, when someone takes the time out of their busy lives to write a review for you, to me that's really special!

Recently my wife and I purchased a home and I had the opportunity to be on the other side of the sales process for once. As a salesperson I am usually the one following up with my customers to make sure they are happy with their decision and asking for a review. I learned a number of things while in the shoes of the customer that will really help me increase my personal reviews, and I now have an even greater appreciation for customer reviews.

Our Customers are busy but they want to write Us a Review!

I was very happy with how our Agent and Mortgage Planner handled everything during the entire process. The individual and personalized service they offered along the way, and the attentiveness and availability they offered was excellent. For me writing a positive review for both of them was a no brainah!

But I just moved into a new home and I was BUSY!

Of course I got around to leaving both of these professionals a Positive, Genuine, Thoughtful Review on the platform of their choice, Zillow. But it took me about a week or more to find the time to really sit down and give each review some thought, and then compose it in a way that reflected our feelings to someone else who would eventually be reading it.

Here's a couple points I took away from this process...

1. I was a week or so out from the purchase day, but still close enough where things were still exciting and fun so the timing for a positive review was still very good!
2. I received an email asking for a review, which made it easy for me to click a link and go right to a review page... no hunting around on my own.
3. Because I received what I believed was great service and my wife and I were happy with our new home, I felt Obligated to write a review and it stayed on my mind until completed.

So salespeople, be sure to send out an email reminder to your customer post sale, or if you have their permission text them a link to your review page and make it easy for them to do this for you. Customers do want to leave reviews about their positive experience with you, they just get busy with life like we do and procrastinate! Be sure to follow up, it's estimated that 92% of consumers now read online reviews and 68% of consumers say positive reviews make them trust a business more!

Source: Article by Khusbu Shrestha on Vendetta.com

Let your customers know where you want the Review left, and make it Easy!

As I mentioned above it was easy for me to leave a review because I received an email with a link taking me right to a review page on Zillow. This was clearly where my Agent and Mortgage Planner wanted their reviews left so I didn't have to ask them. Remember, most customers aren't even going to think about asking and probably will leave you a great review but on a platform that gets little exposure or has much less impact.

I'm assuming a Facebook post tagging them or a Google + review wouldn't have been as beneficial to these ladies as a review on Zillow was. It's no different for you or me, for instance being in the car business myself there are certain review sites that are more helpful to receive reviews on than others.

BUT don't get me wrong, I love ALL reviews no matter where they come from!

So make sure you take the responsibility for this and not leave it up to your customer, they have enough to worry about. Make it easy not only for your customer to write a review, but ensure it's written on the platform that benefits you the most for what you sell!

When customers have a great experience they write Raving Reviews!

The last point I want to make and probably what I took away most from the whole customer experience was very simply that if you create a great experience for people they will write raving reviews about you. You can always tell whether someone is just writing a review because they were asked, or because they are genuinely happy to express their appreciation for the experience and service they received.

Focus on bringing more value to the table than expected, this is something that both our Agent and Mortgage Planner did. Whether it was giving us more information than we asked for to ensure we were comfortable, or making unusual hours or days for showings possible to accommodate our schedules, they created an awesome experience by bringing massive value to the table in the form of service.

As Grant Cardone say, "Give, Give, Give!"

So be sure to focus on the experience you create for your customers and the level of service you offer them. Look to bring a ton of value, more than expected. Over promise and Over deliver! Ask for reviews with every single customer and remember that people are busy just like you and I, so make it easy and follow up.

Keep these points in mind and you'll have Raving Fans writing you some awesome reviews!

Every sales person needs some motivation to stay hungry from time to time, and what better way to get inspired than reading through an awesome list of some of the most inspirational quotes ever spoken. From many different walks of life, the greatest of all time have given us wisdom and inspiration to help guide us in our own lives and sales careers.

This is my personal top ten most inspirational quotes I put together for sales people to get their mindset right, and to find some motivation to give their best every day. I hope reading through these quotes will inspire great thoughts and motivate you to do great things with your life, and your sales career.

Here are my personal top ten most inspirational quotes for salespeople, in no particular order...

One of the very first motivational speakers and sales trainers I listened to and learned from was the great Zig Ziglar. One day I decided to buy some sales training CD's to listen to while I commuted to work. I had a solid one hour drive to and from work each day, 5-6 days a week.

So, I started my days with a cup of coffee and and hour of Zig preaching to me through the speakers in my car. He was a great salesman, and he was a great man.

Ziglar has some of my all time favorite quotes, but this one is perfect to kick us off...

"Failure is an event, not a person."

- Zig Ziglar

How about this reminder from Jim Rohn to be more than we currently are...

"Don't wish it were easier, wish you were better."

- Jim Rohn

It's absolutely true in sales, and in life that the person who is willing to persist towards their goal even after multiple failures, is the person who becomes successful. No-one knows this better than someone who's found success in the car business. 

"Success is the ability to go from failure to failure without losing enthusiasm."

- Winston Churchill

This can be something that really takes your career to the next level when you get it. Make sure you put your focus where you want it, so you accomplish the things you want. Also, make sure you are focusing on the big things you want and going for them, don't get caught up in all the tiny details!

"Most people fail in life because they major in minor things."

- Tony Robbins

In the car business you want to create your own brand, get attention and get out of obscurity. With everyone selling a good product, you need to find a way to make yourself, or your dealership stand out above all the noise. Don't follow the path of least resistance, go for big things even when others tell you it's not possible!

"Those who follow the crowd usually get lost in it."

- Pastor Rick Warren

Les Brown is one of the best motivational speakers of the last 30 years, and he has many quotes that inspire you, and motive you to want to take action. This one here for me gets right to the point, and sometimes all you need is a reminder!

"Life has no limitations except the ones you make."

- Les Brown

I mean, c'mon it wouldn't be a great list without a quote from master motivator himself Rocky Balboa. I love this one, many people have used it it many motivational videos etc. This is all the motivation you need for a sales meeting, all in 28 words!

"It ain't how hard you hit... It's how hard you can get hit and keep moving forward. It's about how much you can take and keep moving forward."

- Rocky Balboa

Not only was Lincoln brilliantly book smart, but he also had an unmatched level of simple common sense. This seems like good advice and common sense to me, and it serves as a reminder that sometimes in life and car sales, you just have to hold on for a new season.

"When you reach the end of your rope, tie an knot and hang on."

- Abraham Lincoln

Michael Jordan expected great things from himself his entire life, and he became the greatest basketball player of all time in his career. He is a successful businessman, motivator, and no-one is harder on themselves than Michael Jordan. He has many great quotes, but this one reminds me that I have to be my biggest fan, and if I don't believe in myself, I will never reach my full potential in life or sales.

"You must expect great things of yourself before you can do them."

- Michael Jordan

If you're in the car business you've heard of Grant Cardone, either that or you've been living under a rock. Cardone is a man who walks his talk, and this one reminds me to do the same every single day out on the lot!

"Let the rest do whatever while you do whatever it takes!"

- Grant Cardone

There you go, my top ten most inspirational quotes for car sales people. I refer back to this list whenever I am looking for some motivation, or a jump start to my day. We all need to plug into a source of motivation each and every day in order to succeed at high levels in such a highly competitive world like the Car Business.