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That's a tough question. It can put many people on the spot and get others thinking, perhaps to reeavluate life's priorities. Maybe, as we end the week, this is a bit to tough a topic even for those who participate. For those of us who served in the military, the answer is as simple as we do it for our country. Now that we're civilians, perhaps the answer changed. At this point in my life, the list is short - My father and mother, my son and daughter, my two brothers, and my best friend since I was 2 years old, Don.
Let me dial it back a bit.
This week (tomorow morning actually) I will pass on my most recent training graduates to their new dealer. These 10 dedicated new professionals are about to embark on a new exciting and challenging career. And now that class is over - LET THE FEAR BEGIN! You all know what I'm talking about. Heck, I even wrote the book on it! Reject Me - I Love It! - 21 Secrets for Turning Rejection into Direction is all about the #1 fear in the car business. That's the fear of that little two letter word, "No."
One of the chapters in the book is about the Power of Why. In those pages I discuss that the focus on the rejection is what creates the fear. Change the focus, eliminate the fear. How can you change your focus? Actually, it's quite simple. Figure out why you're doing what you're doing in the first place. And, make it a BIG reason.
Or maybe not.
Getting back to my opening might be the way to go. Taking a bullit would be a big reason, I think. So, in the spirit of lightening up, how about this? If you'd be willing to take a bullet for your family, surely it would be easy to take a "no." If you put it that way, how bad can acustomer saying no really be in the greater scheme of things? Besides, if you are not willing to risk hearing "no," how can you expect to be surprised by a "YES!"
John Fuhrman is the Senior National Trainer for Carolina Automotive Resource Services, a unit of The Dealer Resource Group. His ten books have reached 1.5 million readers and he has trained sales professionals around the world. Check out our new ADVERTISING ONLY package for small dealers or dealers who want to train their own people. When your dealership needs amazing results hiring new people, visit http://www.thedealerresourcegroup.webs.com. ATTENTION DEALERS: VISIT OUR WEB SITE AND REGISTER TO KEEP UP ON MONTHLY TRAINING SAVING SPECIALS. Our trainers are ready to show you our "WOW!" factor. (c)2011 by John Fuhrman - Permission to reprint this post in its entirety, including contact information, is hereby granted.