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Justin Guarini discusses the 4 factors for improving confidence in automotive sales

On the inaugural episode of Straight to the Point, host Frank Lopes has a conversation with Justin Guarini, Originator of the Core Confidence Method and CEO of Profit Under Pressure.

Guarini has performed on stages in front of thousands as a finalist on season one of American Idol. Guarini also starred in Broadway musical productions such as Wicked and Romeo and Juliet. Currently, Guarini helps entrepreneurs understand how to build their self-confidence.

Frank Lopes gets straight to the point by asking Justin Guarini if it’s possible for anyone to have the confidence needed to perform on a stage in front of thousands of people. Guarini affirms this and says it’s actually harder to perform one-on-one as many automotive sales associates do on a daily basis. 

Guarini’s Core Confidence Method teaches that there are four C’s that play a role in one’s confidence. These include clarity, commitment, creativity, and certainty. These four attributes can be applied to the four key areas of life which include the body, spirituality, relationships, and business. 

Guarini says that understanding processes is a major factor when trying to build confidence. Salespeople who have success with one customer have to examine what worked in the process and what didn’t.

Once individuals have clarity about where they are, then they can look ahead to prioritize where they want to be in the future. Guarini calls this the transition from clarity to commitment. Once future goals become visible and not a fantasy, individuals can make a commitment to chasing after those goals.

Lopes gives Guarini insight into a real-life situation in which salespeople experience difficult customers within automotive sales. He then asks Guarini to give a tip for salespeople to bounce back after having that difficult interaction.

“Manage process, not people,” advises Guarini. “When you go back and you are able to dispassionately analyze what it was like to be with that difficult person, what it was like to miss your opportunity to close, that analyzing allows you to see where along the way was it going well and where it might have gone off the rails.”

Guarini says analyzing processes allows you to have a future vision to anticipate how conversations might go and how to make adjustments from previous experiences.

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Frank Lopes
Frank Lopes
Frank has more than 20 years of experience in auto dealer marketing and has created multiple award-winning campaigns for various retail and e-commerce clients. He also is a frequent writer and speaker at industry events.

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