Each week I am involved in some type of training with dealers.  The vast majority of the time it's in helping recruit and train new sales people to help round out a sales floor.  But, every now and then I get to work with "experienced" sales people.  Every session begins exactly the same.  I discuss goals.  When I do, you can almost hear the eyes rolling back into their heads.  I begin by asking the same question - "What do you want to earn this year?"

Usually I get a range that is the same all over the country.  It seems that $75,000 - $100,000 must be the accepted answer.  No problem.  Whatever it is, is fine with me.  However, I always follow my first question with a second one and then the answers are amazing.  "Why didn't you make that much last year?"  Here are some typical responses:

• The banks weren't buying
• We couldn't get inventory
• The economy
• The war
• The weather
• Too many sales people on the floor
• Not enough sales people on the floor
• Our pay plan
• The poor advertising

Do you notice anything missing from the above responses?  While I'm sure you've heard others and may even have some of your own, there is one ingredient that seems to be missing.  It seems that every sales person who falls short on income, production, or other goals has a prepared list of who to blame.  Yet, none of the fault lies within.  In other words, if it wasn't for the car business, they all would earn their income goal.

Let's change one word.

The above examples come from people who want to earn certain incomes.  But, what would it be like if you were in a life or death situation and you absolutely had to earn the above income?  Suppose you had no choice.  If you failed, someone's life would change for the worse.  What might you do differently?

Could you:

• Make one more follow-up call before giving up?
• Hand out a few more business cards outside the dealership?
• Ask for referrals with every customer even if they didn't buy?
• Leave a business card with yoru tip at the restaurant?
• Completely follow your dealership's sales process without shortcuts?
• Learn your inventory?
• Use social media a bit more?

Use your imagination.  Then, take action.  If you're busy those long days definitely go faster.  You stay on top of your game, and the results usually speak for themselves.  What are your results saying to you?  Good job or could be better?  Do you just want to do a good job, or do you have to?

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.