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Sales Training – The Sales Dreamer
Become a sales dreamer and a sales success. I once listened to an audio autobiography of a great man named Lee Iacocca. Lee Iacocca is one of America’s greatest business leaders of all time. Why; Was he lucky? Of course we know the answer to these questions is no. Lee Iacocca is a champion who had the courage to face adversity until victory was assured.
Lee grew up during the Great Depression in Allentown, Pennsylvania. At the age of fifteen, Lee contracted the deadly disease, rheumatic fever. Since the treatment involved a lot of rest, Lee found he had a huge amount of time on his hands. To pass the time, Lee began reading books and developed a passion for perfection. This is a quality that Lee would soon discover would serve him well in his future.
After Lee finished high school, he attended a tough engineering school. He loved it. It was a disciplined atmosphere in which Lee thrived.
During his college years, Lee drove a 1938 Ford. It was a car that had seen better days. Lee joked with his friends, “These guys need me. Anyone who builds a car this bad can use some help.”
Lee received his master’s degree from Princeton and in 1946 entered Ford’s extensive training program. This program covered the entire construction of a car from start to finish.
After a while, Lee discovered that his love was for people, not machines. He decided to start over in a low-level sales position at Ford’s Pennsylvania regional office. Lee’s excitement sent him rushing through the ranks. Lee learned the fine art of listening. He found that one must compromise to find a solution. Excellent listening skills have been a great asset for Lee in every area of his life, from personal to professional. The key was to listen and really listen to what people were saying even if he disagreed with them.
In 1956, sales at the Ford Motor Company were dismal and Lee’s Philadelphia area was the poorest of the poor. But Lee was stubbornly looking for the positive light at the end of the tunnel. He found this light with an idea. Lee came up with a plan for long-term financing. It was a huge success. It was a 36 month payment plan of $56 per month. The design was christened 56 ($) for 56 (1956). Their sales area went from worst in the country to number one in a month. Ford was so impressed that he made Lee’s idea a national program.
Lee was offered a job at the company’s headquarters and within four years became vice president and general manager of the Ford Division. Lee then helped develop a car known as “the Mustang”. It was a tough sell, but Lee and his team pulled through, and on Friday, April 17, 1964, the Mustang hit the market. Mustang was a HUGE hit! In its first two years, Mustang made over a billion dollars in profits. Lee became a national hero. He and the Mustang appeared on the covers of both Time and Newsweek.
On December 10, 1970, 45-year-old Lee Iacocca became president of the Ford Motor Company. This was an exciting time for the Iacocca family. Little did they know that less than eight years into the future Lee would be out of a job.
On July 13, 1978, an insecure second grandson of the company’s founder, Henry Ford of the same name, fired Lee. The shooting came as a complete surprise and for no apparent reason. To this day, Lee does not know why he was fired. The humiliation for Lee was overwhelming. Lee said the hardest part for him was the embarrassment he felt for his family. He also felt very abandoned. None of his friends from Ford left him a note or called him. Lee never understood that.
It didn’t take long for the offers to pour in. Lee was a great leader and many, many companies wanted him. But the only industry Lee was interested in was automobiles. It was in his blood.
Chrysler Corporation was in bad shape and they wanted Lee. Lee took on the challenge and immediately began a massive rebuild of the company. He did it quickly and efficiently.
At this time, the nation was in a great depression that cut business in half. This made Lee’s job much tougher than it already was, but as Dr. Robert Schuller has said, “Hard times never last, but tough people do.” Lee did just that. He got tough!
He went to the United States government and asked them for a loan of one billion two hundred million dollars. Lee convinced Congress to support his loan. He told them that if Chrysler failed, the American taxpayer would have to pay $2.7 billion in taxes to meet Chrysler’s pension payments. Lee told them they could either lend him $1.2 billion now and hope he pays it back, or pay $2.7 billion later without compensation. The vote in Congress was overwhelmingly in favor of Chrysler.
Then Lee went to the company. Workers will have to be persuaded to take a cut in their wages. Lee shocked everyone when he reduced his salary to just one dollar a year. Now that’s a champion example! Chrysler then had to earn the trust of the public. Lee created an advertising campaign to achieve this. It worked! Lee promised consumer excellence and that’s what they got. The excellence that brought Chrysler back was called “the K car.” It was a phenomenal success. Chrysler is back!
On July 13, 1983, Chrysler shocked the nation when they paid off their government loan SEVEN YEARS early! WOW! Chrysler is strong because of the championship leadership of a man named Lee Iacocca.
You are also a sales champion. BE A DREAMER AND SUCCESSFUL! Will there be hard times? Yes! Will there be failures? Yes! But if you keep dreaming and striving for sales success, then like Lee your dreams will come true. Just follow the words of Walt Disney when he said, “All our dreams can come true if we have the courage to pursue them.”
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