My son Jake is six years old and he believes in Santa Claus. It’s a blast to watch him believe in something so much fun. For Jake there aren’t any limitations to what you can ask for and believe in. As an adult, do you believe the same things that Jake believes in? You should, because you are Santa Claus.
You get to decide what you get and what you don’t. As adults we get conditioned as to what reality and maturity is. For many, maturity is a word used as a horrible excuse to lose your dreams.
Recently, I spoke at length with a dealer about the changes in the business and the principles and beliefs needed by dealers and their personnel to be a success in today’s market. However, by the end of the discussion, he told me that he wasn’t going to make any decisions, spend any money or do anything until the end of the first quarter because business was so bad. Bear in mind that at this same dealership nobody greeted me when I walked in the door and there wasn’t a salesperson to be seen.
Words are cheap. It’s the true belief system behind your words and the actions you take because of those belief systems. Economies don’t improve, people improve. Waiting for something to happen is for losers. The most important economy is the one created between your ears. For all his words of being proactive he was conditioned to react. His reality had become one of scarcity and the root of scarcity is scared.
During down markets you have to get creative to make things happen. Although you may not be able to push a new car market if it’s not there, you can niche market, create affiliations, utilize your customer base better and push a used car market. In other words, there are options for success. Standing pat and waiting for the world to create your economy is not a good option.
There is an old quote that says, “When you go to work on yourself and get better it’s amazing how much better your customer’s get.” The one activity that can always pay off during a down economy is individual and organizational development.
Everything boils down to the 4 P’s of business - People, Process, Product and Positioning. Do you work daily on your personal development? Do you work daily to increase your knowledge and ability to sell your product? Do you work daily to increase the effectiveness of your process? Do you work daily to increase your positioning through better marketing? If you work on these things daily you will determine your sales success in good times or bad. Good times will now become the norm.
Thoreau said it best, “Things don’t change; people change.” Make yourself a commitment to figure why you want to do something. When the why gets strong, the how gets easy. When you know why you want something you will automatically have ideas of how flow to you to make it happen. Concentrate on the solution not the problem. When you dwell on the idea of a bad market you create the reality of a bad market.
Picture yourself as Santa Claus. No limitations, no excuses, no reason not to ask and receive. When you open the door to your belief system, you close the door of scarcity. When you are suffering from a lack of something it’s because you have a mental condition of lack. Everything apparent in your outside world of today is a direct reflection of your inside world from yesterday.
As you improve yourself you begin to think and act on another level of energy. Imagine the analogy of playing a video game and having to get a good enough score at one level to go to the next level. Once you improve enough you enter a whole other level that creates another opportunity for improvement. It never ends and that’s the beauty of sales, business and life. It’s like golf, you never master the game. You always get to improve and it’s the act of improving that makes it so much fun.
Decide to become Santa Claus and give yourself the gifts you have been denying.
You are Santa Claus - To learn more about this author, visit Mark Tewart's Website.
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Mark Tewart
(Visit Mark's Website)
Mark Tewart started in the automotive
industry as a salesperson in the early
1980s. Mark has been a Salesperson,
Leasing Manager, F&I Manager, General
Sales Manager and General Manager for two
of the largest automotive chains in the
country. He rose through the ranks to
become a General Manager at the age of 27.
Mark founded Tewart Enterprises Inc. in
1993 and has been a featured article
writer for Auto Success Magazine, Dealer
Magazine, and Ward's Dealer Business
Magazine. Mark has had popular programs on
ASTN(Automotive Satellite Training
Network) for several years and conducts
seminars and gives keynote speeches for
corporations and state dealer associations
around the country. Mark has also founded
sales, management and F&I Training
Academies based in Kansas City that are
endorsed by several state dealer
associations. His client list for his
in-house training programs include dealers
from all over the country and several of
the largest dealers in the country. Mark
is also a partner and National Marketing
Manager for AutoSalesPro, Inc., a computer
company providing the most advanced
software solutions in the Automotive
Industry.
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