Today, I want to talk to you about judgement.
Specifically, just how much being judgemental can damage your career.
It’s truly disheartening how often I run into otherwise amazing sales representatives making this mistake, so I wanted to take some time to share a quick story with you that will demonstrate VIVIDLY how important this principle is.
If you know me personally, you know about “The Marshmallow.” I drive an Infiniti Q 680 in white, and it’s a beast. It’s a phenomenal vehicle that’s served me beautifully, and a couple of weeks ago it was due for an oil change. When I took it over to the dealership, they were ready for me, so I had a little bit of time to kill while it was getting done, and I did what I absolutely love to do – I walked over and into the dealership while I waited.
Now here’s part one of the kicker: I was getting my oil changed on my way to a golf game I had scheduled for later that day, and needless to say I was looking a little flamboyant in my golf clothes. Fluorescent green shorts and a shirt to match, with the hat, the socks – the whole ball of wax.
So while I’m walking around, I’m garnering a few looks for the outfit, but all I’m focused on in that moment is a 2019 QX50 – and this thing was the top of the top. Upgraded interior, dual exhaust, panoramic roof – all the bells and whistles. It was a gorgeous looking vehicle, and coincidentally, my wife had fallen in love with the marshmallow herself, so I figured I would have a look at one for her as well. All of a sudden I went from a guy killing time to a potential buyer.
Well, here comes the second part of the kicker. When I was eventually approached by a young sales representative, after we chatted for a bit and he offered me a great feature-and-benefit pitch, I asked him what the interest rate would be over 84 months.
His face dropped faster than I’d ever seen.
Now here’s the thing: I’m looking at this luxury vehicle, and the first question I say to the guy is I say to him Hey listen man what’s the what’s the interest rate over 84 months. Now a lot of people look at that And right away they start to pass judgment.
This young guy had no reason to suspect that I could write a check for that car without a flinch and drive it off the lot that same day. However, as we all know, anybody who has money loves using money that’s not their own. Especially when it’s free.
So, whether this sales representative decided that the time frame I was asking about stopped me from being a legitimate client or whether my outfit just blinded him temporarily, we’ll likely never know. But I provided all of my contact information to him, and headed back out to my vehicle.
And here we are, weeks later – with crickets from that same sales representative
I work with sales representatives and business owners every day, and something I hear consistently is what a tough market it is. How they can’t seem to convert. How they’re having problems getting the business they need. I always have to ask myself how many times these same people have had someone like me walk in and dismissed them as a prospect.
Never pass judgement on your clients, folks. The woman in the $5000 dollar suit might be looking for 84 months, and the sweaty construction guy in $50 sneakers might be ready to stroke a check then and there.
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