Most everyone has a comfort level regarding their income, but not their car sales income. That is one reason that many people are afraid of the car sales profession regardless of whether they are a salesman, Internet Sales Manager, F&I Manager, or Sales Manager. However, even those of us who have adjusted and accepted the practice of working on commission have a certain 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. Still, whether you realize it or not, you, too, have a comfort level regarding your realistic earning potential. Many people aren’t even aware of what they are doing or believing.
One of the best things about car sales is that you determine your car sales income. Your skills, abilities, attitude, and many other factors drive you. They guide you to be as productive as you need to be to earn 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. However, deep down in your subconscious mind, you don’t believe you can earn more, and when you don’t reach the income you desire, you accept the outcome.
More Car Sales Income for You
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 as your car sales income and want to make 70K yearly. 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 who changed. Your internal mindset (thermostat) changed. The work you did, the way you thought, the words you spoke, and your attitude during those two good months put you outside your comfort zone, and your thermostat reacted and brought you back to the 50-55K setting. Often, without thinking about it, you may adjust the way you do things. Unconsciously, you may put forth less effort so that you will remain at your comfort level. It’s a proven fact in the study of the human mind. If you don’t believe you can earn six figures, you won’t.
Change Your Comfort Level, and Your Car Sales Income Will Too
If you are determined to increase your car sales income, you need to change how 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. It would be best if you believed that you are capable, qualified, and deserve to earn the desired income level 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 daily, all day in your mind. See yourself earning the desired amount and, most importantly, KNOW THAT YOU CAN because you can!
Your Income Will Change When You Decide
I hope I didn’t offend anyone here. I have seen this repeatedly through my years in the car business, and I still see it today. Salespeople always complain 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, car brands, locations, and management styles. 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 now; change your mind, and the money will come.
Later, Fresh Up on the Lot