Most everyone has a comfort level when it comes to their income and that is one reason that many people are afraid of the car sales profession regardless if they are a salesman, Internet Sales Manager, F&I Manager or Sales Manager. However even those of us that have adjusted and accepted the practice of working on commission has a comfort level. People have a mindset of how much he or she wants to make and how much they are worth when it comes to their income. Often it depends on their past work experience, their upbringing, their financial obligations or their circle of friends, but whether you realize it or not you too have a comfort level when it comes to your realistic earning potential.
One of the best things about the car sales profession is that you determine your income. Your skills, abilities, attitude and many other factors drive you to be as productive as you need to be to earn to an annual income that makes you comfortable. I don’t mean financially comfortable, I mean psychologically comfortable. You may still want and desire more income, but deep down in your subconscious mind you don’t believe that that you are capable of earning more and when you don’t earn the income you desire you accept the outcome.
We all want to make more money, but if you don’t believe it is possible for you it will never happen. You might think of it like an internal thermostat of sorts. You are comfortable earning 50K a year selling cars and want to make 70K a year. Your thermostat is set at 50-55K a year and you have a few good months that will get you tracking closer to the 70K mark, but then you have a few weak months and you are back on track to make the 50-55K. Don’t look around for a reason and ask how or why because you are the one that changed. Your internal mindset (thermostat) changed and the work you did, the way you thought, the words you spoke and your attitude during those 2 good months put you outside you comfort zone and your thermostat reacted and brought you back to the 50-55K setting.
Change Your Comfort Level and Your Income Will Too
If you are determined to increase your auto sales income you need to change the way you think. If your months are up and down along with your commission checks you need to change your comfort level. You have to start KNOWING that you can make more money and sell more cars, not just think you can. You must believe that you are capable, qualified and deserve to earn the income level you desire as a car sales professional. Think like a successful car salesman or car saleswoman, Internet Sales Manager, F&I Manager or Sales Manager and act like one. Set your goals and review them everyday all day in your mind. See yourself earning the amount you desire and most importantly KNOW THAT YOU CAN. Because you can!
I hope I didn’t offend anyone here, but I have seen this over and over again through my years in the car business and I still see it today. Sales people are always complaining about their income and how it goes up and down month after month. Yet their annual income remains almost identical year after year. They change dealers and the income stays practically the same regardless of different pay plans, brand of car, location and management style. It’s because they are looking for outside reasons for answers to their auto sales income problems instead of examining the way they think. You can sell more cars and make more money than you are making right now, just change your mind and the money will come.
Later, Fresh Up on the Lot