finding more customers or executing their strategic plans, I recognize the power of the belief systems that are behind each of these significant issues along with the supporting core values. For this potential client, his belief system was two-fold. First, domestic cars produced by domestic corporations are getting a bum rap from the media. Second, Americans need to support American companies. By understanA recent sales meeting opportunity confirmed what I have suspected and believed for years is that the vehicle you drive will cost you a sale. In meeting with a owner and general manager of a General Motors dealership, he began to discuss issues facing his business. Talk quickly turned to American cars and the feeling in the public that these cars are inferior to domestically manufactured foreign cars. At that moment, I realized that had I been driving a foreign car I would never be invited back for a second appointment.

With my 2001 Ford Focus wagon sitting next to the front door of his showroom, I knew I had made a friend. For years, one of my core values has been in buying American made cars and American made means that the corporate office is located within the United States of America. That core value belief has resulted in me investing in U.S. domestic cars for the last 40 years with one exception when I was in my twenties. (And, that I attribute to the folly of youth.)

What is interesting to note is that this core value belief in American owned and made cars helped to further develop the relationship with this prospect. Our conversation discussed the ongoing perception that GM and Ford products are substandard to Toyota and why these feelings are so strong. We agreed that the media loves to take the dealerships’ advertising dollars, but the majority of their news people continue to cast a negative filter on any reports regarding American made products, American companies such as Wal-Mart and American made cars.

As a business coach who works with companies that are struggling to increase sales, finding more customers or executing their strategic plans, I recognize the power of the belief systems that are behind each of these significant issues along with the supporting core values. For this potential client, his belief system was two-fold. First, domestic cars produced by domestic corporations are getting a bum rap from the media. Second, Americans need to support American companies. By understand

hat moment, I realized that had I been driving a foreign car I would never be invited back for a second appointment.

With my 2001 Ford Focus wagon sitting next to the front door of his showroom, I knew I had made a friend. For years, one of my core values has been in buying American made cars and American made means that the corporate office is located within the United States of America. That core value belief has resulted in me investing in U.S. domestic cars for the last 40 years with one exception when I was in my twenties. (And, that I attribute to the folly of youth.)

What is interesting to note is that this core value belief in American owned and made cars helped to further develop the relationship with this prospect. Our conversation discussed the ongoing perception that GM and Ford products are substandard to Toyota and why these feelings are so strong. We agreed that the media loves to take the dealerships’ advertising dollars, but the majority of their news people continue to cast a negative filter on any reports regarding American made products, American companies such as Wal-Mart and American made cars.

As a business coach who works with companies that are struggling to increase sales, finding more customers or executing their strategic plans, I recognize the power of the belief systems that are behind each of these significant issues along with the supporting core values. For this potential client, his belief system was two-fold. First, domestic cars produced by domestic corporations are getting a bum rap from the media. Second, Americans need to support American companies. By understan

e belief has resulted in me investing in U.S. domestic cars for the last 40 years with one exception when I was in my twenties. (And, that I attribute to the folly of youth.)

What is interesting to note is that this core value belief in American owned and made cars helped to further develop the relationship with this prospect. Our conversation discussed the ongoing perception that GM and Ford products are substandard to Toyota and why these feelings are so strong. We agreed that the media loves to take the dealerships’ advertising dollars, but the majority of their news people continue to cast a negative filter on any reports regarding American made products, American companies such as Wal-Mart and American made cars.

As a business coach who works with companies that are struggling to increase sales, finding more customers or executing their strategic plans, I recognize the power of the belief systems that are behind each of these significant issues along with the supporting core values. For this potential client, his belief system was two-fold. First, domestic cars produced by domestic corporations are getting a bum rap from the media. Second, Americans need to support American companies. By understan

re substandard to Toyota and why these feelings are so strong. We agreed that the media loves to take the dealerships’ advertising dollars, but the majority of their news people continue to cast a negative filter on any reports regarding American made products, American companies such as Wal-Mart and American made cars.

As a business coach who works with companies that are struggling to increase sales, finding more customers or executing their strategic plans, I recognize the power of the belief systems that are behind each of these significant issues along with the supporting core values. For this potential client, his belief system was two-fold. First, domestic cars produced by domestic corporations are getting a bum rap from the media. Second, Americans need to support American companies. By understan

finding more customers or executing their strategic plans, I recognize the power of the belief systems that are behind each of these significant issues along with the supporting core values. For this potential client, his belief system was two-fold. First, domestic cars produced by domestic corporations are getting a bum rap from the media. Second, Americans need to support American companies. By understanding these beliefs and supported by the 2001 Ford Focus next to his front door allowed me to build an authentic relationship with him and to get the second appointment.

Even though many in our society encourage us not to make judgements based upon how individuals look, speak or the type of cars they drive, those judgements are made each and every day. To ignore those judgements especially in the sales process, is just plain stupid. Salespeople, today more than ever, need to articulate their own core values and acknowledge their belief systems if they truly wish to increase sales.