Character Counts

September 2006, Auto Dealer Today - WebXclusive

by Sean Wolfington - Also by this author

“Green peas” in the car business are asked on a daily basis to do and say things that can compromise their integrity. While many unethical closing techniques can be highly effective, they eventually will sour their attitude because in their hearts they all want to be able to tell their customers the truth, serve them and do what is right. It can be scary to make a change in your process and your word tracks. Conduct an experiment: For one week change your approach by seeking to serve your customers, to uncover what’s truly important to them, to speak the truth and to always “do the right thing.” To your surprise, the experimental week may turn into a month, your enthusiasm for your product and your profession will go through the roof along with your success on the showroom floor.

Selling with character and integrity will make you feel better about yourself and your profession which will translate into improved relationships with your customers, your colleagues, your friends, and your family. Not only can you succeed in the car business by living with character and integrity, but contrary to public opinion, it is in fact the only way to really succeed. Below is a summary of what character can do for you.

Character Equals Success

Although there are many different leadership styles and personalities, the most successful leaders share one common trait: Character. A great leader’s character attracts and inspires others to work towards a common mission. Just think about the successful leaders you respect the most and ask yourself if they demonstrate strong character and integrity. Do you sense a characteristic of integrity? Are they trust worthy? You may want to ask yourself how others view you. Do people perceive you as a person of strong character and someone to trust? Are there any areas of your life where you could improve your character? Are you willing to make changes and difficult decisions to be the person you want to be? To answer some of these questions you may want to consider some of the benefits of being a person with unshakeable integrity.

Character Equals Clarity

Living a life that lacks integrity surrounds a person with partial truths that lead to fuzzy thinking and difficult decision making. On the other hand, when a person of character lives and works with unshakable integrity they enjoy a sense of peace and clarity that enables them to create their vision and communicate it. When people are inspired by a leader who leads with character, they share a sense of mission that brings out the best.

Character Equals Confidence

Leaders with character and integrity who do the right thing feel good frequently and this affects their confidence. With every right decision, great leaders build their internal architecture in a way that builds self esteem and confidence needed for those difficult decisions in life. The most difficult decisions are often the ones that others don’t agree with. A leader is often measured by their ability to handle tough situations and blaze new trails where others dare not venture nor believe in. The confidence of a leader with character can stiffen the spine of those around them when they need the courage to accomplish more than they thought possible.

Your Comment

Please note that comments may be moderated. 
Leave this field empty:
Your Name:  
Your Email:  



Jim Ziegler
Stupid Is as Stupid Does

By Jim Ziegler
The Alpha Dawg charts the brief rise and long fall of Johan de Nysschen, the recently departed president of Cadillac and author of the business plan that effectively crowned Lincoln as the new king of American luxury.

They Finally Killed Somebody

By Jim Ziegler
Ziegler believes Uber’s directors should face criminal charges for their role in an Arizona woman’s violent death.

20 Things a GM Must Do Every Week

By Jim Ziegler

All Things Must Pass

By Jim Ziegler

Opening Observations

They Took Cadillac for a Ride

By Tariq Kamal
Hindsight is 20/20, but at least one industry member saw GM’s latest mishap coming a mile away.

Stand Up and Be Counted

By Tariq Kamal
The Dealers’ Choice Awards are the Yelp of vendors and finance sources.

Over the Curb

This Is Us: Dealer Edition

By Jason Heard
Heard knows delegation and outsourcing are the quickest path to a work-life balance.