You can break sales people down into two categories. Those who feel that they have reached the pinnacle of their success within the industry and those who know that there is always room to grow. This is because there are essentially 2 different schools of thought in the auto industry. The first teaches the salespeople to only recognize very immediate rewards without allot of focus on long term growth. This stagnates progress and keeps the majority of salespeople in the same position, making the same income. The other philosophy is of unlimited long term potential that is achieved through daily improvements in one's practice. The 8 laws of the "Second Category" are:   Be proactive. Begin with an end in mind. Put 1st things 1st. Think win-win. (Genuinely strive for mutually beneficial solutions in your relationships. Assume long term relationships.) Seek 1st to understand, then to be understood. ...