I have an admission to make...
As you could probably guess from the title, I used to be a car salesman. I'm not particularly proud of this. Strangely enough, though - I'm not particularly ashamed of it, either.

At the time, I figured "Hey, what's the big deal? I can do this!"

To be honest, I actually enjoyed much of the job. As a car salesman, I met people from all walks of life. I learned a new and exciting way of looking at these people. I learned how to smile, no matter what emotions (or intentions) I harbored inside.

In short, I learned how to be a shark.

What Motivates Somebody to Become a Car Salesman?

I came to work for a nearby Honda dealership in the winter of 1993. I interviewed with the manager of new-car sales, who told me that if I "had what it takes," I could enjoy an impressive living. He informed me that I would first participate in a one-week training program, during which time I would not be expected to, or even able to, sell a single car. During this time, I would learn "how to sell."

I then interviewed with the manager of used-car sales, an intense guy named Mark (car people tend to know each other on a first name, or nick-name basis - No Mr. or Mrs. here). He was the one who told me that at our dealership, all the salesmen (no women here, by the way) sold both new and used cars. He also explained the commission plan, as well as the bonuses that were available.

At the time, I was working as a "temp" for Andersen Consulting, working as a help desk rep. I really liked the job, but it didn't pay well, provided no benefits, and I had my first child on the way.

Then I saw the ad.

The First Week...