Activities = Results

More Activities = More Results

The work (activities) always comes before the money (results).

We all hear salespeople say, “If I made more money, I’d work harder,” and “I’m not wasting my time with them unless they’re ready to buy today,” or “If my dealer got me a secretary, I’d sell more cars.”

They hang around, blow smoke about how good they are and what they could or would do – if only. So they wait, hope and then complain, because they never make enough money.

If you honestly think hard work comes after the extra money or that customers make the decision to buy before they see the value, you’ve been misled and selling cars or selling anything else will be one of the toughest, least rewarding jobs you’ve ever had. Hanging around all day with negative people is bad enough, but having to work double shifts just to make a decent living makes it even worse.

If you’re ready to improve your sales and income, just get to work. Not longer, not harder, just go to work to work and do your job.

Selling is almost the highest paying profession there is, and automobile sales is great, because everybody has one and will get another one. In sales you can achieve more, be more and earn more than you ever dreamed you could.

But you need to get a grip and get to work, because no matter how bad you want success to come to you – you have to go get it.

• Waiting to find a buyer will be very frustrating. If you want a buyer, do some prospecting, do your follow up with your sold and unsold prospects or head to Service and find one out there.

• Changing jobs hoping for more traffic or hoping for a better pay plan that will pay you more for doing the same, won’t help either. To generate more traffic, read the paragraph before this one, and if you want to make more money, follow The New Basics™, stay off price and learn to close the sale and negotiate. You don’t need to change jobs, you just need better skills.

• Hoping prospects will make a commitment before you spend the time and energy to do your presentation will cost you sales every day, too. Try to get at least a small grip on this thought ...

They don’t have to prove to you that they can buy. You have to prove to them that you and your product are their best decision.

Success at anything comes after the hard work, never before it.