Alan Weiss’s Monday Morning Memo® – 11/12/12
November 12, 2012—Issue #164
This week’s focus point: Over the last two days we’ve contacted six auto dealerships in the Greater San Francisco Bay area. They all sell expensive cars. Only one showed a sincere interest. A manager took all the time we needed, was highly knowledgeable, told me when I could return to look at a different model being produced early next year, and so on. At other dealers: a salesman didn’t get off his chair or approach until I called to him; salesmen were indifferent, explained what they had to, acted somewhat condescending (I was dressed in jeans, driving a small rental Mercedes convertible); connected me by voice mail to a woman who didn’t identify the dealership, only her name before the beep; and, of all things, a sales manager who said they didn’t have the top-of-the-line model I wanted to see and didn’t bother to even ask my name or get my number. I could buy whatever I want on the spot. So can some people with whom you deal. You can view your work as merely a job; as a place to hang out; as a g uaranteed check. Or you can create a career of happy customers and evergreen referral business. The first thing to do is get off your rear end.
Monday Morning Perspective: This is no time to be making new enemies. — Machiavelli, when asked to renounce the devil on his deathbed.
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Joseph
Dr Alan,
I think the quote is attributed to Voltaire (ref: http://www.nobelprize.org/nobel_prizes/economics/laureates/1995/lucas-speech.html).
Thinking from the salesman’s point of view, how could he have known “you could buy on the spot”? How do I identify the real buyer “in jeans”?
Thank you,
Joseph
Alan Weiss
You assume everyone can buy and you do ‘t judge people by their clothing, especially in California. Do YOU do that? You must be kidding.