Automotive Sales Training - The Simple, Yet Most Important Word

Recently, I conducted one of my sales seminars where I spoke about ideas that center around the following skill sets — sales, people, life and marketing. Some of the attendees at the program had been to three, four or more of my seminars in the past. In listening to the results of many of the repeat attendees, it struck me like lightening what the most important word I heard over and over in their successes: action.


In a series of recent sales meetings, I explained a unique idea to market for new customers. Later, I conducted some research and found that out of 120 people in these meetings, only one went ahead and took action on the idea. That one person was already getting results and was amazed at how simple it was to implement and get results from. He had no special skills, education or anything more than the others had; he simply took action.


Success is not hard. Success is not found in the back of a mysterious book or from a mythical guru who has divine guidance to answers no one else has. Success is simply taking more and better actions than the majority of others will take. The great news for those that will take those actions is that they will be one of a few to do so. There are two reasons why people do not succeed: laziness or a lack of confidence.


I recently heard the most well-known motivational speakers in the world say that people aren’t lazy. He said that they just have not found what motivates them. I disagree. I think by and large many people are lazy and would not walk across the road for success or riches. For many varying reasons there are also a lot of people that lack self-confidence. Self-efficacy is a key component of success. How do you get confidence? The answer is simple. Take one step at a time. Competence = Confidence.


Everything starts with your thoughts. You must recognize your current thoughts and begin to improve them with better thoughts, which will lead to better actions. Begin to learn new skills everyday and then take one action for each thing you learned that day. There is a saying, “Your business development cannot out-pace your self-development.” Every day you must grow yourself, even if it is just a little. A little action everyday adds up to a lot at the end of the year. It’s exactly like lifting weights. Everyone wants the muscles now, but most are not willing to do a little each day that will add up to a lot.


The world is full of “push a button, point and click, I want everything immediately” whiners. Here is the truth: Take the action, do the work, self-correct and believe. The good news is that you don’t have to move mountains to achieve success. Your competition is almost nonexistent. Success for those who keep learning, keep taking action, keep self-correcting and keep believing, is as assured as the sun coming up every day.


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Tags: auto, automotive, car, expert, management, mark, sales, tewart, training


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Comment by Joe Clementi on February 2, 2013 at 12:52pm

Mark, thanks for the post!  I believe winning is a result when practice aligns with preparation. 

I especially liked your point... "Every day you must grow yourself, even if it is just a little. A little action everyday adds up to a lot at the end of the year. It’s exactly like lifting weights. Everyone wants the muscles now, but most are not willing to do a little each day that will add up to a lot.'

You cannot let your brain sit around and get fat.  You have to excersize your brain if you want it to function properly.  Thanks for the share!

Comment by Mark Tewart on January 31, 2013 at 1:59pm

Thanks for all the comments and observations everyone

Comment by Pat Kirley on January 31, 2013 at 3:08am
So true Mark, no action no results, simple
Comment by Bill Gasson on January 26, 2013 at 7:06pm

Mark , So very true ...

Comment by Marsh Buice on January 26, 2013 at 6:47pm

Perfection is action in training-perfection may never be achieved, but you'll definitely see the results by taking action. I see many sp with average talent outwork those who are more talented, yet the average ones achieve more consistent results because they take action, reload, and take action time and again. Great share Mark.

Comment by Mark Tewart on January 26, 2013 at 4:44pm

Thanks Mark. Much appreciated

Comment by Mark Dubis on January 26, 2013 at 4:34pm

Once again you have nailed it!!  Hopefully more people in a position to act on your comments will work to improve their stores, their people and the customer experience.

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