40 Day Sales Dare for Auto Sales

8/13/2019 40 Day Sales Dare for Auto Sales

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2013 Jason Forrest

All rights reserved. No part of this book may be reproduced, transmitted, or stored in any formor by any means whatsoever without express written permission in advance from the author,except in the case of brief quotations in critical articles and reviews.

For information or bulk orders, contact:[email protected]

ForrestPG.com

Printed by MJS PressPrinted in the U.S.A.

International Standard Book Number: 978-0-9887523-7-5


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DEDICATION

To the front-line sales pros who bring it every day

the ones who make a choice in every moment and in

every interaction to be true X-Factor sales professionals.You are the reason I do what I do.

And, as always, to my family. From Saunders and Mary

Jane (who teach me more than I teach them) to Shelly,

the love of my life. Thank you all.


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INTRODUCTIONDear Sales Professional

How to Use Tis Book

WEEK ONE

Dare 1 A Spoonful of Sugar

Dare 2 All She Wanted Was a Little Black Dress

Dare 3 Show Up

Dare 4 Te Disneyland Treatment

Dare 5 Pick the Right Song

Dare 6 Why Not?*

Dare 7 Its Not a Used Tissue*

Week 1 Summary

WEEK TWO

Dare 8 Lets Go for a RideDare 9 Tell Me About Your Current Situation

Dare 10 K.I.S.S.: Keep It Short and Simple

Dare 11 Emotions Stick

Dare 12 You Can Handle the Truth

Dare 13 You or Circumstance?*

Dare 14 More Tan Words*

Week 2 Summary

WEEK THREE

Dare 15 Mutual Accomplishment

Dare 16 Gambling Is Prohibited on the Premises

Dare 17 Start with a Purpose

Dare 18 Get Ahead of the Pack

Dare 19 One Simple Close

Dare 20 What Drives You?*Dare 21 Focus on the Just Looking Buyer*

Week 3 Summary

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* Indicates that this Dare is a Day-OffDare, meant to be executed when you are out of the office.


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WEEK FOURDare 22 Te Unsellable Sale

Dare 23 Lets Go Back to the Office

Dare 24 Create an Experience

Dare 25 People Cant Argue with Emotion

Dare 26 Tree Simple Phrases

Dare 27 Dont Wait for UrgencyCreate It*

Dare 28 Spend the Time*

Week 4 Summary

WEEK FIVE

Dare 29 What If Tey Say No?

Dare 30 Paint the Need

Dare 31 Force the Compromise

Dare 32 You Tell Me

Dare 33 Remove AmbiguityDare 34 Pressure vs. Stress*

Dare 35 Inspiration Comes from Within*

Week 5 Summary

WEEK SIX

Dare 36 Selling the Intangible

Dare 37 One-Hour Follow-Up

Dare 38 Give Tem an AssignmentDare 39 Effort or Ability?*

Dare 40 Stump Me Twice, Shame on Me*

Week 6 Summary

How Much Effort Did You Give?

Whats It Worth?

Topic Outline

About the Author

Ordering Information

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INTRODUCTION

Dear Sales Professional,

Are you ready to reach your full potential regardless of what market youre inand how many urgent buyers walk through your door each week? My visionfor you is that each day of this 40-day journey brings you one step closer tothe best version of you.

Whether you sought this book out or received it as a gift and/or assignment,

it found you and will lead you to earn what youre worth!

Since your current performance is returning your current results, you can eitherkeep doing everything the same way and wait for circumstances to tilt in yourfavor, or you can change your behaviors and therefore change your results.

Tis book will help you change your behaviors, but in order to get the mostfrom the journey, I want you to focus on the following:

Take it one day at a time.

Rather than focusing on reaching the end of this book, the end of the quarter,or the end of the year, just commit to two things:1. Reading each days dare before you start your workday.2. Executing each dare to the best of your ability. Tis is a mental and physical

exercisemeaning you spend time to understand the section

rst and thenexecute the dare mentally and physically throughout the day.

THISISNOTATYPICALBOOKINTROBESURETOREADIT.


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JASON FORREST

See yourself as your only competitor.

Focus only on you and on your own game. Dont worry about your perfor-mance in comparison to anyone elses. Just work on being the best youyoucan be.

When you perceive that someone else is better than you, its easy to lose hopein your potential and be defeated before you even begin. If you start to thinkthat you will never become as good as someone else, you give yourself an un-

healthy excuse not to challenge yourself.

Its just as dangerous to think you are better than someone else because you seta ceiling of whats possible for you and start thinking things like, Im selling20% more than everyone else on my teamthat must be good enough. Teonly thing thats truly good enough is your best. And you have the capacityto expand your best.

Your success is linear: As you improve your sales behaviors and beliefs, youimprove your earnings, too.

Focus on each prospect as if he/she is your only customer.

Give each person who walks through the door the best version of you. Makea commitment to each of your future prospects (whose names and faces youhave yet to learn) that you are going to give them the best experience you

can. Live it out by slowing down and focusing on taking the person or peoplein front of you as far in the sales process as you can. Take it even further byconsidering each presentation once a client leaves. Consider what you did welland what you will do better with your next client.

Eliminate all excuses.

Whether you see thirty customers a day or zero, practice each dare each day. Ifyou have thirty customers, perfect! Practice three times before anyone shows


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INTRODUCTION

up, and then execute the dare with each one of those 30 prospects. Youll bea pro by the end of the 40-day journey. If you have zero customers, perfect!Practice the dare mentally, with your sales partner, and with your supervisor(s).While were at it, eliminate any excuse that pops into your head that tells youthat you cant perform fully or dont have opportunity to practice each dare.

Make a commitment for the next forty days of your life not to worry aboutwhat cant be done, and not to say (or even think) that it s impossible to sell

more in your situation.

One last thought.

In my rst book, Creating Urgency, I discussed my belief that the desire toimprove ones life has more inuence over a persons buying decision than anyother factor. I believe the same for youthe desire to improve your life hasmore inuence over your decisions and behaviors than any other factor. So

focus on how your life and your familys life will be better when you are bet-ter. Focus not on what you perceive as impossible in your circumstances, butrather on how to make things possible.

Give me forty days of your life, and lets see what happens together.

Your Sales Coach,

Jason


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SET UP

Tis book is designed to be used for forty successive days.Tat means thatevery day (whether you are going to work or not) you will have a dare to readand focus on.

Lets start with some vocabulary. For the purposes of this book, Day-Offdaresare for those days when you are not scheduled to work. Tese can bedone from anywhere.Day-On daresare for the days you do work.

LETS GET TECHNICAL

Te book is divided into six weeks (the last week is abbreviated). At thebeginning of each week, you will see a page that lists the weeks dares: Five

Day-On daresand two Day-Offdares.Tis page is important because it helpsyou plan your week and determine which dare you should focus on each day.Here is an example of what that page will look like:

WEEK 1

Dares 1-7

Day-On Dares_____ 1. A Spoonful of Sugar_____ 2. All She Wanted was a

Little Black Dress

_____ 3. Show Up_____ 4.Te Disneyland Treatment_____ 5. Pick the Right Song

HOW TO USE THIS BOOK

VERYIMPORTANTDONOTSKIP!

Day-OffDares_____ 6. Why Not?_____ 7. Its Not a Used Tissue

VERYIMPORTANTDONOTSKIP!


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To use this page, you will ll in your work schedule accordingly. Im goingto walk you through this, but rst let me give you an example of how thisworks. Lets assume that you start 40 Day Sales Dareon a Monday, and yourdays offare Tuesday and Wednesday.

Since your days off are Tuesday and Wednesday, youll then jump tothe Day-Off dares and write those days down. Youll then return to workon Tursday and pick back up with dare 2, continuing through to dare 5onSunday. See below:

WEEK 1 EXAMPLE

Dares 1-7

Day-On Dares______1. A Spoonful of Sugar______2. All She Wanted was a Little Black Dress

______3. Show Up______4.Te Disneyland Treatment______5. Pick the Right Song

Day-OffDares______6. Why Not?______7. Its Not a Used Tissue

Each week you have seven dares to completeve for your days on andtwo for your days off. Each week you need to take a few seconds to plan yourcustomized schedule for completing each of the weeks seven dares. Now itstime for you to practice. Ill walk you through:

JASON FORREST

YOUWRITEYOURDAYSOFFHERE

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Week 1:

Step 1: Choose the day when you will begin 40 Day Sales Dare.Be sure tochoose a day when you will be in the office.

Step 2:Write that day next to the rst Day-On dare of the week.

Step 3: Continue writing your on days next to the Day-On dares, until youcome to your days offfor the week.

Step 4:Write your off days next to the Day-Offdares.

Step 5: Finish lling in your on days for the week.

WEEK 1 FOR YOU

Dares 1-7

Day-On Dares

_______ 1. A Spoonful of Sugar_______ 2. All She Wanted was a Little Black Dress

_______ 3. Show Up

_______ 4.Te Disneyland Treatment

_______ 5. Pick the Right Song

Day-OffDares

_______ 6. Why Not?

_______ 7. Its Not a Used Tissue

Youve written your schedule for the rst week! Unless your days offchange,youll probably stick to this same schedule each week. Now turn to page 17 tocopy your schedule down and then return to page14 for further instruction.


NOTE:WEEK6WILLONLYHAVEFIVEDARES


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JASON FORREST

What if I miss a day?

If you miss a day of work, you can adjust your 40 Dayschedule accordingly.Or, you can stay on the schedule youve created, and commit to making up thedare that you missed after youve completed dare 40. Whatever you decide todo, make sure that you only complete Day-On dares when you are at work.

TRACKING YOUR PROGRESS

When participating in any self-improvement program, it is vital to trackyour progress. Charting successes and shortcomings shows you where you are,where you need to go, and what you need to do in order to get there.

During your journey, you are going to track two important factors of yourself-improvement: Effort and Potential Value.

Effort

Each dare concludes with an effort scale. You will be asked to rate theeffort that you gave to executing the days dare. Be honestthe purpose ofthis scale is to help you keep tabs on your commitment to the program. Whenyou see yourself slipping, take corrective measures right away and recommit toearning what youre worth.

$ Potential Value $

At the end of each dare, you will also be asked what it was worth to you.

Tat is, if you faithfully executed the dare each day, how many sales do youthink it would earn you over the next year? You will circle a value on a scalethat looks like this:

1 2 3 4 5 6 7 8

Te purpose of this measurement is to help you focus on the future rewards

that you will gain as a result of your eff

orts. Some dares will be challengingand will stretch you beyond your comfort zone, but if you can focus on the


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future increase in sales you will earn, you will be inspired to keep pressingforward in your journey toward self-improvement and success.

At the end of each week, you will see a summary pagewhere you will beasked to calculate the average scores for your effort and your potential value.It is critical that you complete this page.

When you see your averages, you will know what kind of measures youneed to take in order to conquer the next week. Doing this summary is likestepping on the scale every week to make sure that your diet and exercise

routine is workingits easier to make adjustments to lose one extra poundthan it is to get back on the wagon four weeks later and attempt to lose the sixpounds that mysteriously appeared.

TOTALING YOUR POTENTIAL

At the end of the book, you will calculate the total potential value of allforty dares. You will be able to say, If I were to implement everything in this

book, I would earn ____ sales in the coming year. Seeing this number inprint will give you the motivation you need to take the dares to heart and tocontinue practicing them until youve mastered the concepts and strategies.

* * *

Now that you know how to use this book, its time to get started. I hopeyou are ready for a life-changing journey.

Jason Forrest


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DAY-ON DARES

____1. A Spoonful of Sugar

____2. All She Wanted Was a Little Black Dress

____3. Show Up

____4. Te Disneyland Treatment

____5. Pick the Right Song

DAY-OFF DARES

____6. Why Not?

____7. Its Not a Used Tissue

Dares 1-7


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Give the customer a chance to become

emotionally connected before you say thatits out of their price range.


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A Spoonful of Sugar

READicture this: a guy approaches a girl to ask her out. He says, Hi,Im Steve. I drink too much, smoke a pack a day, and eat morethan I should. I dont work out, and I never remember birthdaysor anniversaries. I wont be friends with your friends, but I expect

you to be friends with mine. Oh, and one more thingyou must cook everymeal. How likely is Steve to get a date? Even if Steve is speaking the truth,

hell have a lot better luck if he gets his potential date emotionally interestedin him before he gives her a list of reasons to hate him.

It sounds extreme, but I see sales professionals do this all the time. Teybring up stressful topics like credit scores, minimum down payments, andinsurance prices before they even hand over a key for a test drive. Give yourprospect a chance to fall in love with the heated seats and fuel efficiency beforeyou say its more money than they want to spend.Tose discussions will come,

but pace yourself. A little sugar goes a long way. Dont scare your customer offbefore the rst date.

P


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THINK

Tink of a time in the past when you tried to dish out medicine beforegiving the customer enough sugar. How did that affect your sales experience

with that customer?

DARE

I dare you today to make a list of all the questions or statements that

could be perceived as negative or stressful to your customers. Make a point

of discussing those topics only after your prospects have built an emotional

connection to you and your product.

JASON FORREST


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REFLECT

1. Did you bring up anything negative or stressful prior to creating anemotional connection to you and your product? Circle one: YES NO

If yes, what did you say?

2. What effect did that have on your experience with the customer?

3. What can you do in the future to be more aware of the emotionally-negative

questions and statements you are communicating to your customers before

they have created a connection?

DARE 1: A SPOONFUL OF SUGAR


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JASON FORREST

4. If you consistently executed this process with every prospect you see over

the next year, how many sales would this dare earn you? Circle one:

1 2 3 4 5 6 7 8

EFFORT

Rate your effort level towards improving yourself today with this dare:

1 2 3 4 5 6 7 8 9 10

1: Did not read or do the dare. 2: Read the dare, but did not do it. 5: Did the dare with half

of my customers today. 10: Did the dare with all customers today, and rehearsed the questions

between customer encounters.


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y wife knew just what she wanted to wear to the formal New

Years Eve party. It was a special night, so she was looking for

a special dress. In her mind, she saw something elegantsilky,

strapless, and cut just above the knee. She went to four of her

favorite department and specialty stores, butherdress just wasnt there.

Some were just a bit too short; others were the right length, but had straps.

Some were the right shape and cut, but didnt come in black. She never didnd what she had created in her mind, but did she buy something? Of course

she did. It wasnt perfect. It ended up being even better.

Your customers vision is just the starting point, not the ending point. Dont

kill yourself if you dont have exactly what they are looking for. Instead, focus

on what you do have that is most similar to what they want. Your customers

will end up buying the product that is closest to their needs, just like my wifes

little black dress.

M

All She Wanted Was a

Little Black Dress

READ

MYCUSTOMERSVISIONISJUSTTHESTARTINGPOINT,NOTTHEENDINGPOINT


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THINK

Tink back to your last major purchase. In what ways was it different fromwhat you rst pictured?

Consider whether you were still happy with your decision. My guess is thatyou were, because otherwise, you wouldnt have signed on the dotted line. Your

customers will be satised, too.

DARE

Today, focus less on nding the perfect product for your clients and

more on

nding the best product for their needs.

JASON FORREST


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REFLECT

1. In what ways did it remove pressure from you when you stopped focusing

on having the perfect product for your customers?

2. In what ways were you able to demonstrate your product to more of your

customers by not having to eliminate ones that werent perfect for what

they described? Note: If you did not have any customers, then consider

when you have eliminated customers in the past.

3. Do you have any success stories of a customer who ended up liking something

different from what they initially said they wanted? Note: If you dont have an

example from today, then write down an example of a past customer.

DARE 2: ALL SHE WANTED WAS A

LITTLE BLACK DRESS


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4. Considering that there is no such thing as a perfect product, why are

customers initial wants a moving target?

5. If you consistently executed this process with every prospect you see over

the next year, how many sales would this dare earn you? Circle one:

1 2 3 4 5 6 7 8

EFFORT

Rate your effort level towards improving yourself today with this dare:

1 2 3 4 5 6 7 8 9 10

1: Did not read or do the dare. 2: Read the dare, but did not do it. 5: Did the dare with half

of my customers today. 10: Did the dare with all customers today, and rehearsed the questions

between customer encounters.

JASON FORREST

40 Day Sales Dare for Auto Sales

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