Getting Control


"It's all about control." I heard this from day one in my automobile sales career. If you have been in the auto industry for any admissible amount of time; I am confident this will resonate with you. It always seemed interesting to me that when the term "control" came up - the most common topic of conversation was this: How far in the process you can "take" your customer. Before I go any further, let me warn you: this may not be the article you expect - and that's okay. What I want to share with you is for your benefit. So where shall I start? I know... how about here: Trying to control how far you take your client though the sales process is one of the main things you can not control - so stop wearing yourself (and your clients) out by trying. Instead, I'd invite you to shift your focus into getting control of the things you can. Make steady and substantial improvements in these areas - and you will reap the benefits of a healthy and happy career. Keep in mind, I understand this may not be where you are right now; and I know your frustrations first-hand because I've lived them.

When I looked back at my last three years of my career, I recognized that there were some key areas that desperately needed attention. Curiously, they were all areas that I didn't think needed examination; and interestingly enough, you'll recognize that they were the areas that I was in control of all along. There are three primary areas to discuss, and it's vital to see how they interconnect and feed each other. By doing so, my hope is to help you - if they are the areas you need to examine in your own career. For starters, I began exposing myself to the best educational resources available - a simple act that set things in motion. This also helped me to develop a strong personal philosophy. Once realized, I knew that I could also control who I associated with - both inside and outside of the workplace. As these ideas in motion began to integrate together - I learned a valueable lesson; and now understand why their synergy delivers the desired outcome.

Oftentimes, it is easy for a sales person to get caught in the trap of thinking they have learned enough. It is good for a salesperson to have confidence - but which one do you think will have a more productive career path: the one who thinks they know it all, or the one who seeks to continually learn more? I have found that there are many great books available: my advice is to always have at least two in motion at a time, and to read at least 10-15 minutes daily so that it becomes a habit. Visit the library weekly - you can even use their audio books to make your driving time productive. To quote one of my favorites, Jim Rohn, "The book you don't read won't help." Seek out partners and mentors though your associations to emulate. Grow from what they say by listening intently; and ask about the resources they recommend. To avoid getting sidetracked, keep a growing list of suggestions that spark your interest. Remember that there are also many good classes available - so take the time to attend and grow from them. Leverage new technologies by taking the time to learn about them, and apply the ideas others are using with success.

There were some hidden benefits I was unaware of: immersing yourself into these educational outlets helps you to form your own deep-seated personal philosophies. Your attitude will change - simply by being open to learning. As a result, new habits develop - and you are on your way to gaining the control you wanted. Appreciate the opportunity that's in front of you for what it is: another chance to learn something new, or meet somebody nice. I've realized that although I couldn't control my clients thoughts or actions, I could have a positive influence on them - simply by being nice and delivering an exceptional level of service. The results?! Well, more clients were choosing to go further into the process with me. Beyond that, I also realized that I had control the way I took care of them after I met them. I could make their day - just by taking a moment to thank them; and build friendships with them by staying in touch over time. I learned a very powerful lesson here: although I can't control who does business with me today, I can control the process that allows people to do repeat and referral business with me in the future. A seldom recognized, and very empowering truth: I couldn't control new walk-in traffic, but I could control my returning "fans for life" traffic!

This leads me to the next area of influence - the people I associate with. As I just described, I could now control the people I associate with in the workplace to be more of people that I wanted. To me, it is more fun to do business with those I already know, or have done business with previously - and their friends and family by referral. My quest for the best educational resources resulted in new friendships along the way with others that shared similar ideals. Teams formed, and my network grew. Along the way, I also encountered new opportunities - and began to embrace the reality that I was also in control of how many new people I wanted to meet each day. I began having fun again - I enjoy making friends and sharing ideas. Recognize that the people you choose to have in your life will influence the person you are - and the person you will become; so choose them wisely. We are in control, and need to be cognitive of our decisions that form our careers - for they are what we make them.

If you need suggestions in any area, or are looking for ways to get started - please always feel welcome to reach out and connect with me:

Tobias Sedillos
www.Tobias303.com
303-827-4785

PS - I thought I'd share this with my friends and colleagues here:
http://www.SOCretail.com/SampleItFree