What business are you in?

Welcome to my Thursday morning Business Blog.
Here’s a story about a new car dealership manager.
He first analyzed the sales of all 40 of his people.
Of 40 people, only nine were actually selling cars.
His next action: He fired the other 31.
If they didn’t sell cars, why were they on the payroll?
He asked, how much business did they drive away?
His prospects and customers were his greatest asset.
He didn’t want poor sales people neglecting this asset.
He knew they were the ones who always complained.
They were the backbiters who destroyed morale.
They had forgotten what business they were in.
What happened after these 31 poor sales people left?
Sales shot up. The real sales people were motivated.
They saw this as a great opportunity for more business.
Before long, he hired more people to help new customers.
At Starbucks they don’t think they’re in the coffee business.
They’re in the people business serving coffee.
What business are you in?
Do all of your people know that, too?
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Parting thought from Retail Selling author John Lawhon:
"Non-productive sales people have no job security."
For more on success in business, click here.

Expand your network

Last week we talked about making a list of everyone you know.
What will you do with this list? Call them. You say:
“Mary, I’m expanding my business and need your help.”
Pause while Mary considers this and may ask how she can help.
To your current clients you say:
“I want to work with more people like you.
“You are one of my best clients and I appreciate working with you.
“Which of your friends might see working with me to be beneficial?”
Then shut up and listen. Don’t speak until she answers you.
To prospects who could use your services, you say:
“Larry, I’m expanding my business and want to work with you.
“I want to help you expand your business.
“Could we talk about how we might help each other?”
Then shut up. Don’t speak until he gives you an answer.
To friends and acquaintances who are not sales prospects you say:
“Mel, I’m expanding my business and need your help.
“I work with people who want to expand their business.
“Could you suggest a friend who might benefit in working with me?”
This helped Joe Girard sell more cars than anyone ever had.
If it worked for Joe, why not you?
Want a free trial subscription to my Advertising & Marketing Letter?
Email JerryBellune@yahoo.com
Write “Free trial subscription” in the subject line.
To post a comment, click on “comment” below.
For more on success in business and sales, click here.