You Can’t Fix Stupid!
I believe it was Ron White who came up with that great line, “You Can’t Fix Stupid!”
You’ll have to forgive me for adding my own tagline, but I’ve earned the right to say it because I’ve wasted more than my fair share of time trying to fix it… and that’s what makes me stupid.
One of the great blessings that comes with time is making enough mistakes to eventually learn from them and finally learning to stay away from those situations.
Yes, there are stupid people who will waste all of your time and never buy a thing from you, but after you’ve run yourself into the ground for a few of these people, what does that make you if you catch yourself doing it again?
That’s the problem right there… too many young salespeople HOPE their prospect will reward them with the job if they put in all of the front-end work. So they work, work, work, and work some more. When it finally comes time to do the paperwork, settle on the terms, or pay the deposit, they are devastated when they don’t get the job.
That’s when they get the dreaded voice mail, “We’ve decided to go another way, but thanks for all of your help.”
Thanks for all your help doesn’t pay the bills. Thanks doesn’t put gas in your truck or help you feed the family. You can’t live on “Thanks.”
What’s worse is when they do get the job and then their new customer, who never respected their time in the first place, gets to torture them through the entire roofing project and all the way until the last check is collected… and sometimes even longer if there is a “warranty” issue.
No, you really can’t fix stupid, but you can waste a lot of time trying!
P.S. Unfortunately, a firm handshake and a quick contingency agreement aren’t enough these days. No agreement has ever been 100% foolproof because the time, money, and energy to chase down time wasters has always been cost prohibitive. It sure would be nice to have a sales system that would capture your prospects psychologically and emotionally before you do any more of that free work. After all, if you’re going to do the work, you want to get paid, don’t you?
Mike CodayMike started selling roofs in '95 while working as a youth pastor at a small church in North Texas. A decade later he transitioned to speaking at industry conferences and training outside sales teams. Today, he works exclusively as the premier consultant to roofing company owners who are driven for growth.
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