Where you are at this very moment is exactly where you chose to be.

The first time I heard that statement, I was having the worst month ever.  I looked at the person who said that, like they had two heads.  My response, less than kind, was, "Are you seriously telling me that somehow I decided to go broke and have a really bad month?  Is that what you're saying?"  He didn't even bat an eye.  "Yes," he continued, "And I can prove it."

He proceeded by asking me some very specific questions about some "choices" I made.  Were all of my follow-up calls made?  Had I connected with my potential referrals?  Were all customers given demo drives?  Had each of my potential customers met a manager?  SInce each of my answers was "no" I soon became sick of the questions I was asked.  He calmly continued and ended with one final quesion.

"Did anyone hold a gun to your head to force you NOT to do these things, or did you choose by yourself?" 

There was only one conclusion if you answered honestly.  I was the cause for the month I was having because of the decisions I made.  By cutting essential steps out of my total business process, the end result will always be less business.  That lesson is why I spend an entire day with my trainees sharing the basic steps to building successful months whether there is any floor traffic or not. (For a free list of my 25 customer sources, join our site as a member at www.thedealerresourcegroup.webs.com and request "25 customers.")

                                                   The Difference Between Failing and Failure

Many times, the reason we put off doing what we know should be done is our fear of failure.  Because we anticipate the potential outcome, we delay asking for it.  That is the #1 reason for procrastination.  The funny thing is, the more we procrastinate, the higher the chances of negative response when we do follow-up.  But, if you are not willing to risk failing at something, there is no possibility of success.

To break through that fear, one must understand the huge difference between failing and failure.  Failing is the actual event.  When the outcome isn't as you planned or what you expected, that would be a failing.  Failure is when you let the fear of that event take control of everything you do going forward.  Failing is inevitable if you are out there working.  Failure is something you choose to let control the way you do things.

When you go to work every day, whether selling, managing, or owning the dealership, you must risk failing at your daily tasks in order to have any chance of a successful outcome.  For many of us, it's why we chose the profession to begin with.  But, since we're human, the sting of failing can often make us put up too much of a protective guard, to a point where we literally do nothing rather than risk failing again.

Often I see it when discussing our recruiting/training options with dealers.  The dealer, rather than have a chance at great results, will pass due to previous failures of hiring on their own.  Ultimately, the performance at the dealership is the choices made to avoid failing.  That creates the habit of failure.

Choosing success is a far more powerful plan of action.  The reality is, success occurs the very instant a commitment is made to reach a new outcme.  That choice doesn't eliminate failing, but rather keeps the commitment going and adjusting when failing occurs.  It's a confidence that everyone feels when they arrive at work.  No one is afraid to do their job because the focus is on the process rather than the potential result.

If you're not sure whether this applies to you, your team, or your dealership, see if this sounds like you.  When presented with a possible solution or idea for increased business, you respond, "We tried that once, it didn't work."  Suppose you took that attitude when you were learning to walk?  Or, you are constantly having to convince yourself that it's not you, it's:  the market, the customers, the banks, the factory, the inventory, blah, blah, blah.

It's simply the choices you make.  Or, for some, the lack of choices. 

Take control of the day and the week will be great.  Have enough great weeks, and the month will be fantastic.  Add consecutive fantastic months, and you have an awesome year.  String together some awesome years, and you have a phenomenal career.  All of this is in your control.

The Choice is yours!

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.