Digital Dealer - June 2019 - 41

Highly influential sales
leaders believe that the
true value is not in their
product, but rather in the
solution and experience
that they provide. They
can attest that when you
gain a personal edge and
really connect, customers
begin to look for a way to
say yes and buy. Influential
sales leaders are able to
bring value, add value, and
become a person of value
because they connect with
their customers and create
exceptional experiences.
BELIEF 6: The most
compelling message is
based on what's personal
to their customers.
Your customers don't
want a verbal brochure;
they want a professional
who gets them and makes
the process fast, fun, and
interactive! Influential
sales leaders believe that
it's a me-first economy
where customers are most
concerned with "what's in it
for me." Where some sales
professionals jump into the
water without ever knowing
(or caring) about the direction of the waves; highly influential sales leaders take
a different approach. They
intentionally align with what
already moves their customers, and they personalize everything; right down to
what they communicate and
how they communicate it.
BELIEF 7: No one is
without resources and
resourcefulness.
If they want it, they will
find a way to get it! Influential sales leaders believe
that everyone either has
the resources to buy or

PRICES ARE JUST
MADE UP, BUT VALUE
MUST BE ESTABLISHED,
AND IT IS UNIQUE FOR
EACH BUYER!'"
can get the resources if
they want to. Customers
can always make sense of
spending more, but it is as
Steve Jobs said, "People
don't know what they want
until you show it to them."
Influential sales leaders are
successful in making more
deals work because they
are successful in getting
their customers to really
want to make it work.
BELIEF 8: Showing the
way is just as important
as showing the 'why.'
The decision to buy takes
effort. Your customers do
not want to think through
the process of buying too!
Highly influential sales
leaders do more than show
up, they lean-in and show
the way. They understand
that it is not uncommon for
a customer to want to buy
and still lack the certainty
to move forward. Often,
it is because they quite
frankly don't know how to
buy. Maybe they don't know
how to go about obtaining
financing, maybe they don't
know how to get the down
payment needed, or maybe
they don't know how to
budget for the payment. Influential sales leaders come
alongside their customers to
help find the resources and
gain the certainty needed to
move forward.
BELIEF 9: Price only
matters when nothing

else matters.
Prices are just made
up, but the value must be
established, and it is unique
for each buyer! If it seems
that price is all your customers care about, it is because
you haven't given them
anything else to care about.
Influential sales leaders do
not set out to win deals on
price alone. They believe
that while the price is a
factor in every deal, price
only matters when nothing
else matters. Influential
sales leaders are known for
creating value that shadows
price. Consequently, their
customers don't compare
apples to apples, they compare apples to some of the
best fruit in the world.
BELIEF 10: Everyone
is a buyer.
The business of your
business is people! When
you pre-qualify customers,
you disqualify customers.
Highly influential sales leaders believe that everyone is
a buyer and that everyone
can be influenced to buy
now. They understand that
their customers want to buy,
and if they don't find a way
to help them buy, someone
else will. They work every
deal as a real opportunity.
With this approach, when
problems arise and when
objections surface, influential sales leaders don't
find themselves in a hard
D I G I TA L D E A L E R . C O M

battle with their customers.
Instead of a take-it-or-leaveit situation, it becomes
more of a let's figure it out
together scenario.
Your core beliefs have
a dramatic impact on your
sales performance today,
as well as your capacity to
perform in the future. This
is precisely why so much
of what is called "training"
today doesn't produce lasting results. Without the right
core beliefs, knowledge is
left discarded, skills are left
unversed, talent is left undeveloped, and the bottom
line is left largely the same
or worse.
Your level of success
will never rise above your
ability to lean-in, lead, and
influence others! If you are
interested in improving your
influence, then I challenge
you to adopt new core
beliefs. When you change
your thoughts you effectively change your world!
Changing your core beliefs
is not complicated. It's
simply a choice. A choice to
take on a new perspective.
I encourage you to take on
the positive perspective of
a highly influential sales
leader.
MIKE HIRSCHFIELD is on a
mission to empower, equip, and
exalt sales and finance teams
everywhere! Mike has served in
both franchise and independent
dealer groups, leading teams as
large as 80+ to reach new heights
of achievement. He teaches how to
build personal influence, become
trusted advisors and leverage personal solutions that are aligned with
a customers' most powerful buying
motives. Mike empowers teams
by developing their ability to build
connections and lead customers to
take action and buy now! EMAIL:
Mike@FoundationToWin.com

JUNE 2019

41
http://www.DIGITALDEALER.COM
Digital Dealer - June 2019

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