Human nature doesn’t believe a penny saved is the same as a penny earned. That is one of the reasons why the field of sales is preferable to other fields. The real worth of a salesperson is sure to be appreciated and adequately rewarded. No other employee can raise their own pay. If we are not succeeding, the fault is not with the field, but with us as sales people.

Salesmanship is the art of selling. Many people believe a successful salesperson is born, not made, that they succeed because of their natural talent. No other mistaken idea has so blunted the growth of competent sales forces in the dealership. The foundation of successful salesmanship is not natural talent, but the knowledge of the principles of selling.

Our sales abilities, like our muscles are strengthened by exercise. The sales person that "works out" will soon find their ability has grown. Work hard learning the principles of salesmanship so that you won’t make the selling itself hard work.

If you want salesmanship to pay you more, you must pay your salesmanship more of your time and energy.

Nothing can stop the sales person that thoroughly understands sales and the art of selling.