The Green Pea

by Candie Leigh White

I think sales is definitely a gene on the DNA strand.  I was born with it.  As a young girl I was labeled persistent, manipulative, pushy, stubborn and annoying but also sweet, friendly, shy and polite. I was an oxymoron. I was always trying to figure out a way to get what I wanted without damaging my mother's reputation as a good parent. Calculating could have been added to the list of adjectives.  I was enthused by everything I touched.  Life was one big cinema.  Yet, as a young adult I suppressed my creativity and actively sought out revered professions that carried societal weight. Growing up in the heart of Silicon Valley that meant either being a chip head; a software programmer or a Stanford graduated attorney.  I wasn’t into technology and I couldn’t make up my mind if I was liberal or conservative; so I had to find something else.  I liked meeting people and networking. Confused, I did not want to believe that I would ever wear that negative label associated with sales and in particular - car sales.  I danced around corporate America by actively selling the reputation of whatever job I had without actually selling a product.  How could I continue to live a double life? Alas, I was a closet salesperson. 

Finally, in 1996 I decided I mine as well get paid for my loquacious efforts. I gave in and put on my car sales shoes.  My third month at a small dealership in Florida I made salesperson of the month.  I was hooked.  I'd found a way to combine all my favorite things; speaking, acting, negotiating, making friends and making money.  Now, ten years later I even get to write about it.

 

What I have discovered through these years is that a car dealership exemplifies all the best and worst the world has to offer.  All you have to do is open your eyes and look for it.  If you are a spiritually grounded person you will look for the good above all else and you will never be disappointed.

My hope is that the buying public begins to soften up on the negative stereotype of the car salesperson.  I have never understood the negative judgment.  Buying a car is such a great rush.  It is 90% emotional and 10% logical.  Emotions are something we control so why not make them happy and excited?  We spend so much intimate time in our car.  And what a great profession to be a part of!  The Green Pea barely scratches the surface of the wonderful people I have met and the stories they have shared.  Where else can you meet people from such varied socio and economic backgrounds and cultures, rich or poor and instantly they share their life with you so you can help them with that emotionally driven purchase?  On so many levels, it is a gift to be able to sell cars.

I always took the training I received and incorporated it into my personality.  The most important aspect of which has been my desire to be honest.  An oxymoron again, I know.  But it’s true.  Being honest is so basic and yet so foreign to our society.  Who thought you could find it on a car lot?  I will always explain the whole process to my customers as if I am teaching them how to sell cars.  Once the unknown is revealed, the whole process is smooth and  fun; the vital ingredient to all things good.   

Finally, I make sure I can sleep at night.  A wise man once said - If I have touched but one person and brought a smile, then I am a success.  It should never be ok to intentionally be unkind and disrespectful to someone.  Whether we are selling real estate, shoes or cars everyone deserves to be treated like the gift that they are.  I hope The Green Pea touches someone and makes them smile.

About  Candie Leigh White:

I am 43 and grew up in the heart of Silicon Valley CA.  I have been in car sales for over ten years.  I recently moved to Washington from Sacramento and I have written a book which is being reviewed by which is being reviewed by a variety of well known consulting firms as a tool to help understand the dynamics of dealerships and their salespeople. It is called The Green Pea. It is a funny and spiritual look at car sales and explains in a very common sense and humanistic way about the beautiful relationships that form through the process of car buying. 

Comments

[Jody DeVere]

Candie,

This book should be required reading by car dealership employees. Your parable style and life lessons sculpted out of the 'carnival' of dealership life, have value both in and out of the automotive industry.

Standing ovation for your, educational, humorous, touching, sad and joyous point of view from The Green Pea!

Jody DeVere
President
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