ReThink Selling: Why You Only Know 20% Of Sales

By Brandin Wilkinson

You don't have to be in sales to get the most out of this book. If you're feeling lost, trapped, stuck, average but you know you have more in you, then this will serve as an evergreen "how to" guide to get you playing at a Rockstar level.

I hated, well strongly disliked, salespeople.  Sleezy, greasy, slimy, and

• Language: English
• Publisher: 6625321 Manitoba Ltd.
• Release date: Jul 16, 2018
• ISBN: 9781775327417

Brandin Wilkinson

Brandin Wilkinson is recognized as one of the Top Automotive Professionals in North America under the age of 40 by Automotive News. What led to this recognition is what he's teaching with the ReThink Selling Community. He went from an accidental Sales Consultant at 22 years of age, to a Partner in a Chrysler Franchise within 6 years at the age of 28 becoming one of the youngest Dealers in Canada. Now, Brandin shares his time first and foremost with his family in beautiful Kelowna, BC, plus promoting his book, the Rethink Selling Program, leading his team at Woodworth Chrysler Dodge Jeep Ram Ltd., and his start-up which he co-founded, BidzAuto Ltd

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Copyright © 2018 Brandin Wilkinson

All rights reserved. No part of this book may be reproduced in any form or by any electrical or mechanical means, including information storage and retrieval systems, without permission in writing from the publisher, except by reviewers, who may quote brief passages in a review.

Some characters and events in this book are fictitious. Any similarity to real persons, living or dead, is coincidental and not intended by the author.

Editing by Andrew Buckley www.andrewbuckleyauthor.com

Front Cover Image by Fiona Jayde Media www.fionajaydemedia.com

Book design by Tamara Cribley www.deliberatepage.com

Printed and bound in Canada

Visit www.rethinksellingu.com

Contents

1 The Darkhorse

2 Growth Mindset: Why It Matters

3 The 3PM Rule

4 Soup Crackers and Tap Water

5 What Level Are You Capable of Sustaining?

6 4 Effective Ways To Get Your Day Started, Yesterday!

7 The 5 Most Insightful Benefits of Synergized Compounding

8 The Power of Self-Awareness

9 Success Requires Discipline

10 How to Separate Yourself from Others

11 Leveraging your silent Partner(s)

12 Climbing the Ladder

13 5 Questions That Will Increase Your Financial Intelligence

14 Ready, Set, Action!

Success is 20% Skill and 80% Mindset

– Tony Robbins

Regardless of experience, mindset is more important than skill. Due to the roller coaster ride that is sales, success requires an unbelievable level of resilience. The extensive constraint on the growth of your business is always the leader, and that’s you! Remember, people don’t buy what you do; they buy why you do it.

Acknowledgments

I’m not a believer of people who claim to be self-made, especially in today’s information age. All of our success is derived from influencers around us. This could be a parent, spouse, coach, or virtual mentor. I wrote this book for my fellow Sales Professionals, Managers, and thought leaders in various industries. I’m able to live stress free because of the strategies that are shared in this book which has had a tremendous impact on my professional and personal life. I wish the same for you. I’d like to thank my Mom, Stepdad, Dad, my sisters, three nieces and nephew for having an everlasting positive effect on my life. And a special thank you to my wife Stephanie for being my biggest fan and giving me the confidence to put myself out there. To my kids, Colden and Nyla, you inspire me every day to be a better person.  You are the reason why I am continuously striving to leave a legacy behind.

Praise for ReThink Selling

This is a great read for millennial or mature car sales associates who need practical, useable advice on how to get on the right track quickly and stay there. It will also provide unusually honest insight to industry sales managers and dealership owners. Clearly written from a voice of experience, Brandin packs his pages with concepts, tips, resources and action steps, that if followed, can’t help but result in success.

- Clint Best, Kaizen Business Coaching

Brandin Wilkinson is a great automotive success story that proves effort, skill and determination, not just family pedigree, can propel you to realize your dreams in this industry. The thoughts he reveals in ‘ReThink Selling’ around motivation, preparation and persistence read like a step-by-step guide for young automotive and sales executives who feel they are destined for greatness in the car business and beyond. If you need a practical example of where work ethic can get you, read this book.

- Jackson Hayes, Editor, Canadian AutoWorld

The insights and tools that Brandin shares on how to perform at the highest level gives each of us the opportunity to execute when we put our minds to it. A must read for anyone who wants to make their mark as a rockstar leader and inspire others.

- Miranda Pyette, Miranda Pyette Consulting

"Re-Think Selling made me do just that... Step back, analyze my habits, and hone in on the checklists that Brandin outlines in his book. The practical, hands on approach includes tactical steps, real examples, and true testimonials of success. It was a refreshing read, and reminded me to get back to the fundamentals of selling. This book will continue to be a great reference, and a go-to gift for my dealer network! If you’re a professional looking to elevate your game, read this book NOW!"

- Logan Keirstead, Director of National Sales, Accu-Trade

Selling isn’t just about following certain steps to a successful outcome. It plays on all facets of your emotional and intellectual intelligence. Mindset is vital to being a success or a failure. I have read this book a few times, and each time I keep getting inspired to put the time, effort and focus into building our business.

- Steve Devries, Founder, DealerXchange

From my first interaction with Brandin, I knew he was different. Honest, transparent and filled with practical wisdom, this book captures the challenges and changes that every great sales person will encounter on their life long sales journey.

- Blake Bradley, Dealer Development, e-Dealer

Introduction

A community hall, a kid’s park, and a barn for a rink with natural ice highlighted the community of 180 people that I grew up in: Pipestone, Manitoba. What it lacked in population, it made up for in entrepreneurial spirit. Farmers made up the bulk of the entrepreneurs in the area and my family owned the only welding shop in town. Surrounded by farmers and a successful welding business, I was able to learn first-hand what it takes to be an entrepreneur.

Being curious by nature and meticulously observant gave me the insight to elevate a Sales career that I never thought would happen. Being a manual laborer and self-proclaimed hard-worker made it difficult to appreciate someone in Sales. Lazy, sleazy, and, dishonest were a few terms that came to mind when I thought of someone in any type of Sales role. I had no reason for this way of thinking, it was a belief that I grew up with. There was no way I’d go against my values and become a Salesman, yet here we are.

So how in the world did I end up in Sales? It was purely by accident. In Chapter 4 Soup Crackers and Tap Water you’ll read about how this accidental career started and why my belief system completely changed once I was in the game. How can someone go from having zero connections or knowledge in the auto industry and being told that you’re not cut out for sales – GM of Futureshop, December 2004, to Partnering into a Chrysler Dealership at 28 years old and being selected as a Top 40 Automotive Professional in North America under the age of 40 by Automotive News?

I want to be clear; this isn’t a technical Sales strategy book that could become irrelevant 3 years from now. There are plenty of high-quality Sales strategy books on the market that you can genuinely learn from and some of which I recommend at the end of this book. This is about the lessons I’ve learned from my personal experience, mentors, business coaches, and other Silent Partners. My goal with ReThink Selling is to provide you with a resource to lean on throughout your entire career.

Imagine having a tool you can use at your disposal to generate momentum when you’re in a rut, give you confidence when you’re lacking it, inspire you when you’re feeling down, help you overcome the inevitable rejection, and guide you along the climb to the top of your entrepreneurial journey. We have exercises, templates, and models, along with other visuals that no one has used or seen until now. If someone asked you why you’re in sales, could you answer them honestly without thinking? Why are you in Sales?

Let’s begin with an inspiring story of Steven James Rogers, a high school wrestler you’ve never heard of who struggled to succeed due to emotional instability, stress, exhaustion, and fear. This is an epic display of discipline and perseverance that will inspire you to elevate your game. We’ll go through a string of 4 fights that left him bloodied but proud. What does this tale have to do with Sales? Mindset and why it matters more than any Sales strategy.

1

The Darkhorse

In the 10th grade, Steven’s PhysEd Teacher, Mrs. Fitzgerald, known as Ms. Fitz to her students, started to notice a change in him. To her, Steven was the kind of kid that had to work hard to achieve results but never gave up. His petite frame made him the perfect target for bullying, and getting picked last spot for every sport.  This would take a toll on anyone, physically and mentally. But she saw his perseverance with every floor hockey game he played. He’d get body checked and pushed around, only to get back up as quick as possible, without complaint. He was pure heart and determination, but that was starting to slip away and she feared the worst. On this day, Steven caught her attention as he sat alone in the gym during lunch hour, head hung low with a half-eaten sandwich in his hand, he was facing defeat, and she knew that she needed to do something about it.

Ms. Fitz was one of the few people who saw the potential in Steven. Standing tall at 5’3" and weighing 153lbs, and the perception that being bullied made him weak, it was hard for anyone else to see what Ms. Fitz saw. Steven could hear the sound of sneakers squeaking along