Notifications & Messages

Jared Hamilton
From: Jared Hamilton
Hey - It’s time to join the thousands of other dealer professionals on DrivingSales. Create an account so you can get full access to the articles, discussions and people that are shaping the future of the automotive industry.
×
John Fuhrman

John Fuhrman Senior Trainer

Exclusive Blog Posts

Click-to-Call [Infographic]

Click-to-Call [Infographic]

  Most dealers understand the importance of making it easy for customers and prospects to find contact information. Websites often have prominent &…

Quick Tips for Improving Dealership Culture

Quick Tips for Improving Dealership Culture

Car dealers have a terrible reputation. It's such a negative experience for so many that people are electing to make a major purchase like a vehicle fr…

The Biggest Mistake Dealers Make When It Comes to Customer Retention

The Biggest Mistake Dealers Make When It Comes to Customer Retention

Jim Roche is the Divisional VP of Marketing & Managed Services at Xtime. We asked him to tell us the biggest mistake he sees dealers making today when …

Is 2018 the Year of Customer Convenience?

Is 2018 the Year of Customer Convenience?

It seems that every year has a theme attached to it in terms of where dealerships’ focus will be. Which themes or buzzwords will dominate 2018? We…

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Upcoming Webinar: Show with Your Showroom, Sell with Your Website

Today's customers walk into your showroom better-informed than ever before. Because they've done their research ahead of time, 89% walk into t…

Choosing The Prize (6th in the Choosing Series)

Modesty is over-rated. 

It's okay to stand in front of the mirror or your peers and proclaim that you're going for sales person of the month.  It's okay to claim to achieve the highest gross in the coming month.  Simply put, it's okay to choose the prize.  Actually, it's better than okay.  It's essential.

Choosing the prize means you understand what it takes to get there.  Deciding on excellence and the benefits that come with such an achievement causes one to understand the ingredients necessary to fulfill such an endeavor.  In fact, making that choice is the very thing that keeps us going when the task seems too much to handle. 

Too often people are trained that goal setting is about finding things that are realistic and attainable.  I grew up in New Jersey - that's crap.  Goals should be biger than anything we've ever done before.  That's because to achieve them, we're going to have to work harder and longer than ever before so it should be something worthy of such an effort. 

When I'm interviewing potential trainees for one of our dealerships, I'm often asked if someone new to the business can really make six figures.  My answer is always the same.  "Absolutely!"  I pause and then continue, "But, you have to do a hundred thousand dollar job.  You aren't going to make that kind of money with $40,000 worth of effort."  Look at it this way, the best part of our profession is that every payday is a report card.  It reflects our efforts of the past pay period.

Here's another way to look at it.  How many of you would like to succeed beyond your wildest dreams?  Well, here's step one.  You need to have wild dreams.  Shocker.  You can't possibly achieve the top level of success without first wanting to get there.  And, you can't get there without doing the work.  So, it only stands to reason that the first thing one needs to do in order to have a shot at the prize is to first claim it and then do the work.

It's your choice.

 

John Fuhrman is the Senior National Trainer for Carolina Automotive Resource Services, a unit of The Dealer Resource Group.  His ten books have reached 1.5 million readers and he has trained sales professionals around the world.  Currently, he is training new sales people for dealers through his cutting edge programs.  Learn more at http://www.thedealerresourcegroup.webs.com and see the previous "Choosing" series and other articles.  (c)2011 by John Fuhrman - Permission to reprint this post in its entirety, including contact information, is hereby granted. 

 Unlock all of the community & features  Join Now