See if these buzzwords sound familiar: “Internet shopping,” “educated buyers,” “increased speed of the buying process,” “transparency” and “gross profit compression.” All are legitimate challenges for today’s automotive retailers. And, for many, those challenges have become excuses to not make the gross profit they deserve. There are, at minimum, seven critical points that grow or…
There is an old saying, “You cannot manage what you cannot measure.” I think a better phrase is, “You cannot manage what you do not measure.” In some way, you can measure most every activity in a business today. I will add a phrase, “You cannot get to where you are going if you do…
Are you a professional salesperson? I’m not talking about paying your bills or just getting by. I am not talking about just sticking around for years and getting average to below-average results. I am talking about being a real, true professional at the top of your sales game. If you want to be at the…
My son Jake was in fourth grade and his youth football team were defending the previous year’s Super Bowl Championship. Behind with little time left, the offense was on the opponent’s 10-yard line. With time for one last play, Jake dropped back, the blitz came and he was sacked. Game over! Then, the lessons began.…
I think sports provides great lessons in life. So, I would like to look at some take away life lessons from the National Championship game last night. #1 – Recruit the very best coaches you can get. Coaches-Managers make a world of difference #2 – Recruit the best players you can get. Talent guided in…
Are you the CEO of your company? If you’re a sales person, and you answered no to this question, think again. To be successful you must have a CEO mentality. All successful sales people view themselves as a business within a business. Never forget that the company you work for writes and signs your check,…
Mark Tewart gives Negotiating Tips on CBT News today.
The Secret to Success is that there is no secret. Most People are looking for magic pills, magic closes, and shortcuts. Sorry to disappoint you, but you are looking in the wrong place for the wrong things. The key to success is simply getting out of your own way. There are enough books on…
Dealers are committing suicide in their business every day all over the country. The suicide of their sales, profits and business comes in the form of excuses that are allowed and perpetuated — to the point that those excuses take a life all of their own. The excuses are now a created reality. You…
If you sell vehicles, you have definitely heard this before. The value of the trade in is one of the major sticking points of any car purchase transaction. If you are not ready for this objection you are killing your income and setting up your competitors to sell a vehicle. Never start at the point…