The Jewel Or The Vile?

The word Jade is a heteronym (a word with the same spelling, yet different meanings) that is used in one form or another in the arena of sales. When used as a noun, Jade is a beautiful, expensive gemstone. As a verb, Jade is defined worn out broken down worthless and dull. If the word Jade was used to describe your qualities as a sales professional, would you be described as the noun or the verb?  Obviously, the meanings are significantly different.

Remember why you were first hired as a sales professional? You were hired because you convinced the sales manager that you were a gem. You dressed in your best clothing, ornamented in your best jewelry and truly looked the part. Although your sales manager may have viewed you as a little rough on the edges, he or she bought off what you were selling thinking that you could be polished and crafted in order to bring out the best qualities you have to offer. With high self-esteem and grandiose expectations, you hit the lot with aspirations to be a game-changer, the best salesperson that dealership has ever seen. In your mind, you know there is no other salesperson compared to you; a jewel surrounded in a case full of ordinary stones.

No one can fully prepare you for the rejection you must face in order to be successful in sales. In a short amount of time, what was once an expensive gem begins to lose its luster. Because of the insurmountable amounts of rejection, we become tired, worn-out, dull, weary; simply we become the verb, Jaded. We begin to look at customers as a liability and no longer an asset.  As it is written, “Seek and ye shall find.” At one time you looked at each customer as a treasure chest, now they are looked upon as a toxic dump; the waste, the by-product from another dealer’s lot. We begin to ask questions such as, “What’s your beacon score/ what kinda payment do you want?” or “What do you owe on your car?” in an effort to circumcise our efforts out on the lot. We ask these detrimental kinds of questions and decide if we should date this customer or treat them like a one night stand. We’ve resigned the position of being an image consultant, no longer motorvating our customers to upgrade their transportation image and instead accepted a professorship position giving our customers the Rules of the Lot and lecture them on how they need to buy a car.

Jade is noted by its tremendous strength and beauty. It comes in many different colors and in many ways is as strong as steel. Jade is mined and sold in large chunks; the buyer is gambling because he has no idea the quality of Jade inside of the rock. You were hired because your manager took the gamble and viewed you as a gem among rocks. You possess a unique combination of magnificence as well as strength, but it must be worked, tried, and chiseled in order to showcase its brilliance. The sales profession is a kind of metamorphic activity that only time and hard work can distinguish the best from the rest. It takes many years for a rock to become a gem, but only seconds of the wrong perspective and wrong thought for a gem to be reduced to a mere rock. Never lose your radiance.

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