Whether you are a football fan or not, unless you have been living in a cave you have probably heard a lot about Johnny Manziel and Tim Tebow. What Tebow and Manziel have in common is that both are former Heisman Trophy winning college quarterbacks. What they both also have in common is that they…
Roughly 17 years ago, I gave a speech for a state association meeting titled, “How To Recruit, Hire, Train and Retain a Dream Team of Salespeople.” In that speech, I gave a clarion call that auto dealers faced self-induced trauma and possible catastrophe if they did not change their ways when it came to recruiting,…
Traffic is slow, business is weak, the economy stinks and banks aren’t buying. Repeat this mantra 100 times and see how you feel. I promise you that if you replay this message enough, you will believe it as absolute truth and become depressed and desperate. No matter what circumstances are at present, the choice is…
Let’s say you start working as an adult at 19 and continue until you retire at 65. In this example, you would have accomplished the following: • 46 years of work • 2,300 weeks (based upon 50 weeks a year) • 11,500 days (based upon five days a week) • 92,000 hours (based upon eight hours a day) • 5,520,000…
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…
I have been studying both success and failure for most of my life, and I have found the one common trait to both: Your strengths can also be your weaknesses. If I were to ask a room of people what they would say makes a person successful, I believe they would list many of…
Management and leadership are two different things. There is an old saying that “You manage things and you lead people.” Managing and leading are both are essential to the success of a dealership. In both management and leadership, you are assisting your team to grow and develop or you are enabling them to produce less…
You’re on Twitter, Facebook, LinkedIn, Instagram and more every day. You post comments, pictures and comment on others posts and pictures. You post articles, surveys, look for affiliations, market yourself and work to create engagement with others. You text, e-mail, FaceTime and do Google Hangouts. You do all of this and yet most of you…
Many times people say they don’t like to negotiate; yet, they still shop around and never pay full MSRP. Most people act in their own best interest. And most people who say they don’t like negotiating, actually still want to. There are three things you should always listen to in this business: 1. What people say.…