Friday, February 22, 2019

The 90 Day Wonder?

Think about why you had to let your last employee go. Were they lazy, too introverted or just couldn’t sell a car?  All of...

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I know that you like to think of your adult self as having survived the tragic days of bullying. The days that made you...

Are You A Diamond?

A while back I was reminiscing with a friend of mine who was a fellow salesperson from the dealership where I started my sales...

Truly Successful People Never Set Small Goals

Anyone reading this is under the idea that setting goals is the key to success. Let me start by saying… I agree 100%! But somewhere...

Evolutionary, Not Revolutionary

What is happening with today’s customer experience is clearly an evolution, not a drastic revolution designed to overthrow the best practices of the industry....

5 Warning Signs your Dealership’s Online Marketing Provider is taking you to the Cleaners!

I spend a lot of quality time with auto dealers, and am often surprised at the state of their online marketing programs. Sometimes I...

Instinct is Failing the Car Business

Instinct is a powerful force; one that drives behavior and moves seat turtles toward the ocean after they hatch on the beach. ‘Trust your...
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Why Salespeople Don’t Take Action

The dreaded wait for the next ‘up’ is one of the most miserable feelings in the car business. Shifting weight from one foot to...

Money: An Echo of Value

As they walk toward you, the attractive, young-middle aged couple, they just look like they want your vehicle, they certainly appear to be able...

Giving Yourself a Raise

What could you, as the dealer, do to put more income in your own pocket? You sell a car and turn the customer over to...

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Latest article

Dealership Layouts: What’s Most Effective?

This seems to always be a great topic to discuss because there are truly many strengths and some weaknesses in each area. In this...

TRAINING: How Much Does It Really Cost?

“How much does sales training cost?” We hear that question ALL of the time in the auto industry. Especially from management, the decision makers on...

Self-Improvement: How To Get Better At What You Do

Many say that being stagnant is a dangerous thing. If you were to ask me, being truly stagnant, by definition, is impossible. Stagnancy means to stay...