Do you know the one thing that happens before 100% of the closes salespeople succeed at?  If you discover that secret, you'll see an increase in your own closing ratio, or in your ability to drive your sales staff to repeating successful months over and over.  The real beauty is, once you discover the secret, you have it.  It becomes yours to use any time you need it.

This powerful secret will also work to help you improve yourself, increase your skills and develop your team behind you.  It's not magic or some psycho-babble.  The principle has existed for centuries and has been used by every successful person in the history of the world.  It is the final ingredient prior to any invention, discovery or other success.

To change anything in your life or business, the very first change has to be in the way you think.  If your thoughts revolve around surviving until the market changes, you will do just that.  If you think about making enough sales to keep your job for another month, congrats, that's what you get.  Yet, so many dealers I speak with want massive changes without changing the way they think about their business.  As a guy who grew up in Jersey, I can tell you this, "Ain't gonna happen!"

But, if you begin to change your thoughts, everything else will begin to change around you.  And, if you want to see things change even faster, act as if they already have.  Treat your sales team as if they are already the best in the business.  You'll be amazed at how people tend to live up to (or down to) your expectations of them.  What have you got to lose?

Act as if your sales are already where you want them to be.  Not just thinking happy thoughts.  Thinking about how things will change in the showroom when you're selling the numbers you want.  Think about how you'll feel about someone who becomes a top producer and start treating them like they already have.  Watch what happens.  You'll see their attitude change, customers will be attracted to them, sales will increase, and you'll become what you thought about.

As I said, this isn't magic.  Nor is it instant pudding.  It takes time and discipline.  But, like any investment, it's worth the return if done correctly.  Besides, what's the alternative?  You could simply go back to thinking about surviving, hope you make it another 30 days, or just try and reach another payday.  The reality is, you're already doing this.  If you're just getting by, having a hard time keeping your people focused, or just having difficulty closing deals, you're acting as if that's the case.  So, if you wnat better results, act as if you're already getting them.

Like I said, "What have you got to lose?

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.  Check out our new ADVERTISING ONLY package for small dealers or dealers who want to train their own people.  When your dealership needs amazing results hiring new people, visit http://www.thedealerresourcegroup.net.   ATTENTION DEALERS:  VISIT OUR WEB SITE AND REGISTER TO KEEP UP ON MONTHLY TRAINING SAVING SPECIALS.  Our trainers are ready to show you our "WOW!" factor.  (c)2011 by John Fuhrman - Permission to reprint this post in its entirety, including contact information, is hereby granted.