Eloquently stated, Bond Guy.

The referrals, and the more subtle implementation of ideas (selling) come later. Without survival, you never get to that part.

The selling of cars is changing, though. A lot of consumers, like me, do their research and find out which cars have the best service record, safety, value - and then narrow it down to model, color, dealership - there is a little wiggle for paying a premium for the relationship, though, and cheerfully at that.

I think the "wirehouse culture" does promote some sort of male dominated competitive selling behaviours that are a little out of step with the times. I'm not just talking about feel good stuff here - I think the market is just destroying this old culture of selling at people - versus true, professional, consultative selling.

Of course, what happens is that a lot of otherwise good folks who start the career end up feeling like cheap, dirty salespeople, and in some cases the training environment is no less than self interest.

So, newbies, choose your training environment wisely.

Not to dilute one word of Bond Guys admonitions, Achiever. You still have to suck it up and cut the mustard.

Exactly, blarm, even sitting on the couch.

Achiever wisely said:

I know part of this career is learning by experimentation to find what works and what doesn't work for myself. But at the same time, I've realized that I am just one man. I am a man who is vulnerable in making the same mistakes as everyone else.

It is the little techniques of the craft, the negations (stopping at one) and affirmations (having one) that define success.

Sharing best practices with your peers at all levels of success is a 24/7 "buzz" that transcends waking and sleeping, working and relaxing.

(So thanks for the bold thought, Achiever.)

(posted in the wrong string.)

I agree with you Bond Guy that this is a sales job.  Having been in a competitive sales arena for 10 years, theres a lot that is learned from experience.  And not every client can be treated equally.  Some will believe what you say just because they like you, trust you or believe you know what you're talking about.  Others will want the details of where you got your information and why you say what you say.  Knowing how to treat each customer based on what their level of "need" is comes from experience and depending on the customer, asking them what they want (I have some customers that would laugh at me and say, isn't that you're job to tell me what I need to know! if I was to ask them what they "needed" from me.) 

But I do believe that if you treat other people with respect and do what is right by them, you'll succeed and sleep well at night.  That goes for life and business.