Any career or profession that you pursue you must find a purpose that speaks to you.  The reason you are invested in pouring your heart and soul into that profession.  Your why!  If you don't, your ability to be a high achiever and invest the time and effort it will take to level up will not be there, you will be mediocre.

One of my goals in writing this book is to make just one person better at auto sales with the hope of changing the public perception of the industry for the better.  All change (good and bad) starts with one person.  My hope is that you are that person.  That you desire to be the best at your craft, influence sales people around you, and impact your customers in such a way that their view of the industry is forever changed for the better.  This chain reaction and impact is something that you can control and have influence over.  I hope the idea of impact and excellence excites you.

Before you spend any more time becoming an elite sales person you need to be honest with yourself.  Can you handle rejection?  Are you emotionally strong enough to weather the ups and downs of sales?  Can you manage your money well enough to get your sales career off the ground?  

A 2016 study by Newswire found that a shocking 87% of Americans dislike something about the traditional car dealership.  From the same study 61% feel like they are being taken advantage of, and 52% of Americans feel anxious or uncomfortable when visiting the dealership.  Sigh, I am embarrassed by these stats, and you should be too.

You are working with a customer who is considering the purchase of a new vehicle.  You have had a great introduction and you find that you have several things in common with the customer. You ask all the right questions to find the customer the perfect vehicle.  The customer loves it, and wants to move forward with the purchase of the vehicle.  Since you have asked such great questions early in the process you know that this customer is concerned with payment.