I just came back form a work shop in Michigan. I said lets talk like friends and ask any question you want. Before I got started a guy in the back said,is this one of those motivational deals that you go home all fired up and don't know what to do? Before I could answer a guy up front spoke. He said, I don't need to know that I should get my name out there as much as possible. Are you going to show us how? I told him I will show you how to spend one dollar per customer and get your name seen several million times a year and a lot more.                                                                                     It didn't take me long to realize people want to know how to do things instead of what they should do. This was the easy part for me . To me it's here is what you should do. How to do it and here is what you will get from doing it.                       We started with personal goals and taught to invest in yourself by buying prospecting tools and saving your money. Then a daily routine on how to sell one car a day.                                                                                                                  The big difference is find out what they want to learn and teach that. It doesn't hurt when you have the number one guy out of 40 plus sales rep in the class saying he uses your training. You have to back up your training with facts so they they believe in them and want to go make the changes. I think this is the difference between a good training class and a bad one.