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From: Jared Hamilton
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Jim Bell

Jim Bell National Sales Executive

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3 C's to Success - Character, Commitment, and Capacity

 

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.

Capacityactual 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.

 

Chris Costner
Great post Jim. These points seem very basic and certainly can be viewed in that manner but are definitely key to high achievers in life. What would your thoughts be or anyone reading regarding the lack of capacity but all the commitment. Can it still work?
Jim Bell
There are a few books that come to mind. Love him or hate him, Grant Cardone's 10x Rule and Sell or be Sold. The other book that I loved was 7 Habits of Highly Effective People by Stephen Covey.
Bryan Armstrong
Jim- Great post as always. Chris- I've had to let that person go in the past, but that should be a last resort. Many times we believe we are being clear in our communication and training when in reality we assume a commonality of knowledge as a base from which to build that may not be present.
Kevin Bookbinder
Jim, happy to see another post from you and as usual you're right on the money. Chris, I believe Capability is two fold, first it's personal as in am I mentally capable of calling every prospect and having a relationship building conversation and secondly it's professionally as in do I have the time and is it a priority. Part of capability is commitment and character. Part of commitment is capability and character.... it's one cup with three "C's" swirling around If I have a committed staffer that isn't capable of performing the function then I see it as my job to redirect their commitment into an area that they are more capable of handling. Of course there will always be scenario's where shaking hands and parting as friends is the only option. The onus is on me to prevent that ultimate parting of ways during the interview process. Bryan- "commonality of knowledge" is such a common circumstance and typically goes unnoticed for some time... Thank you for bringing it out into the light, I have two trainees right now and I am guilty, thanks for the help.

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