I am talking about planning out a specific picture on what you want 2018 to be for whatever personal reason you have to make it so. No plan and you are just hoping. Let’s get in front of the effort this year and then execute that planned effort on a daily basis so you understand what it feels like to leave the store at night beating on your chest, howling at the moon, knowing that YOU ARE THE MASTER OF THE UNIVERSE.Read More
2017 is in the history books and we are off to a new race for 2018. If 2017 did not meet your goals and desires for self fulfillment and income, what can be done different this year to move to the next level? Wild success does not happen by accident or just watching the showroom door swing.Read More
Perfect Christmas gift for that Classy Car Sales Person in your life
This all started with a funny tweet my son did that made us all laugh. So we decide to have some fun and make some T-Shirts.
Available for $15 bucks for 1 and $35 bucks for 2 (Kidding) for anyone that wants to show their pride and #endthestigma.
We have sizes available from XS to 3XL for that real successful car sales person.
I raised my kids to be CIA Assassins (great benefits) but, to my frustration the two oldest gravitated toward account sales. The oldest graduated first in her class from AT&T Sales Training in Atlanta, Ga and the other is currently in the Summit Training program at IBM. So far, he achieved one "Top Gun" award and I expect he will receive more. This great training, combined with my CIA Assassin training, means we may have a hard time finding the body of the number two guy.Read More
Bet on yourself for a real chance. Become self reliant and take responsibility for your own pay. Generate the self respect that means never ever again will anyone but you decide who you are and what you are worth..Read More
Your attitude is contagious. So have the attitude that you are worth what you are asking the customer to pay. After all, you are the most important person in the entire industry. It does not matter what the manufacturer comes up with - the moment of truth is going to be what happens when YOU go out and sell one car, one customer at a time.Read More
In my career I have only personally known 8 or 9 great closers. I loved studying their personalities. They came from all walks of life, education levels, and economic circumstances. They excelled making great money working in the same store and out of the same inventory as other salespeople making much less. Some closers had a technique that lacked finesse, but they still managed to close. Attitude, determination and delivery trumped technique.Read More
Every year about mid-November I get two or three salespeople calling looking for ideas to generate more sales - right now! If you have been in the business for a while you know that winter and the upcoming holidays can affect the door swings. The problem is that by the time they call it is too late to generate allot of sales right now.
How is it that the same objections that stumped sales people decades ago are still stumping sales people today? Once and for all, let’s figure out a way to make a compelling argument that would allow us to earn the business.Read More
You earn respect by moving the needle. We have something very tangible to measure. How many cars, how much gross. It doesn't matter who your brother-in-law is or how good looking or charming you are - how many cars!Read More
Every week we meet many customers and we don’t sell them all. After measuring the sales effort for decades, I always found that one sells about 25% to 30% of 1st time In’s (counting everyone). That means 70% to 75% left you and the store without a new car.Read More
We all started in the same place. We all had that same first day. Learning the business of selling cars just takes time to learn the nature of the uncontrollable human element called the customer. Part of the process is just learning from our mistakes and part of the process is laughing at our mistakes.Read More
Every dealership has the 25-car salesperson and the 6-car salesperson. The dealership has the same inventory, same advertising, and same door swings for both people, yet one does 25 a month and the other does 6. After talking to both for a few seconds, I can tell who’s who… How? Attitude!Read More
Eric, Rhonda and I hope to coach, generate thought-starters, and with your help develop some best practices that can be shared with everyone motivated to make a career in auto sales. It all starts with attitude, and sometimes keeping the mind working is just what the doctor ordered.