“In the mind of the beginner that are many possibilities, and in the mind of the expert there are few.” – Suzuki Roshi What would you do in your sales career if you did not have limitations? Everyone has self-imposed limitations. These limitations can stem from several strong forces – environment, childhood experiences, workplace profiling,…
What business are you in? “The car business” would probably be your normal answer. I would invite you to look deeper into that question. Rarely is your first answer to that question your most accurate answer. The majority of businesses fail. Or fail to reach their potential, because the owner and managers haven’t figured out…
There is a startling way for most dealers to double their business – fire their advertising agencies. Dealerships spend an enormous amount of money on advertising for new customers. Unfortunately, often that money is wasted. The money is wasted because the agencies are strictly placing ad dollars in media and doing production. Often, the ad…
There are 24 hours and a total of 1,440 minutes in every day. Successful people just seen to get a lot more done in a day than unsuccessful people. The main reason is successful people keep the main thing the main thing. Success is not an accident. First, you must be honest about your strengths…
The time had come for my wife to get a new vehicle. Let’s take a look at the good, bad and ugly of her experiences. What occurred during her visits is a microcosm of what happens in automobile dealerships every day. My wife decided to look at several different vehicle options. She visited three dealerships…
After returning home from a speaking engagement in New York, I wanted to relax a little and flipped channels on the TV until I came to a movie called “Beyond the Sea.” My intention was to just watch and enjoy the movie and just release all the tensions of work and travel. It was time…
Cars, dealerships and sales people can be commodities. As a sales person, your job is to move everything you do and everything you have towards being a non-commoditized item or service. You must sell your difference. When making a decision, customers look for deciding factors. Being able to know what the differences are and then…
Many sales people tend to always be chasing the next customer and worrying about the next paycheck. The good news is that this is unnecessary and can be fixed forever in two years or less. Sales people can eliminate future sales and income anxiety once and for all. What’s the key to creating freedom? It’s…
There is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and tactics. Strategy is your overall goal for your business and your overall marketing philosophy to achieve those goals. Tactics are executable actions you take…
In the last several years, I have had a revelation about the art and science of sales. The answer to sales success is within all of us. The answer is simple but the key to unlock the answer is elusive. If you were to go back to the late 1800s, the first formal sales training…