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There are three things that will make assure success not only in the automotive business, but in everything that you do in life. They are the three C's; character, commitment, and capacity.
Character: the aggregate of features and traits that form the individual nature of some person or thing.
The automotive business has been brutal on reputations just due to several experiences over the years that has left a bad taste in people's mouths and makes them hate dealing with us as automotive professionals. We can be seen as untrusted, deceitful, pushy, shifty, etc.; but how do we overcome that? We have to be strong in our beliefs and what we stand for in the business. We never try to be untrustworthy or deceitful, but we have that preconceived stereotype that hangs over our heads. We have to be able to build trust with that prospect that we are dealing with and tear down those walls and perception of that used car salesperson.
Commitment: the act of committing.
This is the only C that you have control over 100%. I have seen people come and go in the automotive business. It comes down to learning some of the skills that you need to be successful. I have seen people in the business not be the best salesman per se, but they have success just do to their commitment of their everyday activities. You have to be committed to what you do every day, and not just half the time. When you are at work, you have to be there to work and not just hang out and wait for that customer to walk in the door. Yes, we do spend a lot of money to get customers in the door, but that doesn't give anyone the right to just sit there looking out the window. We have to work the phones with all of our current prospects and past customers.
Capacity: actual or potential ability to perform, yield, or withstand
Capacity goes right along with commitment. You can have the commitment to try to do something, but you just may not have the capacity to do it. This is where your skill set comes into play. You have to have some basic skills to make it in the business. I have seen people with lower sales talent, but have people skills to offset the lack of selling skills. You just have to have the basic knowledge and know what to play off of when you do have a weakness.