Mosley Automotive Blog

I want to take a look at a myth that has been a mainstream statement for years, the idea that knowledge is power. I find as I visit stores and conduct workshops across the country that I meet a lot of “know it all” sales people or worse yet negative sales people who want the customer to take all of the responsibility for not buying a car. I also want to reach out to the people that sit in training nodding their head in agreement or taking a ton of notes only to leave the concepts they learned behind as soon as they leave the session. Here’s the real deal. Unless you can convert knowledge into RESULTS you’ve got nothing! Let’s take a look at three reasons why people don’t convert knowledge into action:



1. Information overload- a common trap people fall into because it’s easy to acquire knowledge, but not as fun or easy to apply that information. 


2. Negative filtering- thinks that holds people back so whenever they learn something positive, they tend to discount it. 


3. Lack of follow-up- an absence of structure and accountability that explains why smokers continue to smoke when they know it’s bad for them. While many smokers have a positive attitude about quitting, they keep smoking because changing habits or behaviors requires a concentrated effort.

Converting knowledge into action requires repetition. Repetition creates lasting change because people need to hear information over and over for it to have impact. If you didn’t know this by now a major part of my business is selling training. One of the biggest hurdles I face on a daily basis with a dealer is breaking the belief that there is no reason to train my people because they won’t stay or they won’t change. Do you think that there is a correlation between a salesperson that stays when they have the tools to be successful versus a salesperson coming to work everyday trained only to say “what brings you into the dealership today,” “any reason other than price you wouldn’t buy and drive this car today” or the crown jewel “GREAT NEWS?” I had a dealer tell me a few months ago that I am the first person to do training at his dealership in 18 years. Question, is it just a coincidence that the dealership is last in the zone in sales and has high sales turnover? If you are a dealer, wake up! As a dealer of dealership decision maker you must realize that you can’t mandate productivity, it is your responsibility to give your salespeople what the need to succeed (F.Y.I. when we talk about tools to succeed I am not talking about a working telephone and lot full of inventory). 


If you are a salesperson here are some things for your mental consideration. People grow best with an open, positive mind. Seeds planted on good soil produce many times what is sown. An open, positive filtering system can ignite creativity, ingenuity, and resourcefulness. Possibility-thinkers do the impossible with great regularity. The next time you are presented with something you know I challenge you not to simply say “I already know that” but ask yourself “How good am I at that.” International thought leader Ken Blanchard coined a phrase known as “green light thinking,” this is when you focus on positive aspects and overcome negative filtering. In order to maximize the follow-through on the knowledge you acquire you will need structure, support, and accountability. An effective follow system to implement a new training concept involves: Tell me, show me, let me, correct me.
Finally I want to leave you with two things:

1. Remember that the human brain and the computer have a lot in common: Both the computer and human brain don’t know the difference between the truth and what people tell them. 



2. The golden thread that runs through the life of every high achiever is focus, backed by persistence. In the end knowledge is potential power when made actionable and sometimes the best tools that will help you sell more cars and make more money are indeed the same tools to improve the quality and success of your life, period.