I have never met anyone who did not want to be exceptionally smart or talented, which could be defined as “brilliant.” However, I have met many people who don’t allow their brilliance to shine bright. I have also met many people who do not allow the flame of their brilliance to shine bright continually because…
Can you hear it? “Tick-tock, tick-tock, tick-tock.” Time stops for no one. Time keeps elapsing and as the clock moves forward, the question for you is, are you moving forward? You cannot add or delete time, but you can decide to invest in your time or simply spend your time. It’s your choice.…
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.…
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…
I am sure you have heard the phrase, “People buy from people.” However, I bet you have never heard, “People buy from robots.” In the modern world, clients have heard every bad sales pitch, seen every movie and TV show about bad salespeople and have experienced “death by spam” emails, letters and every other…
You are, who you decide to be at any given moment. You do not need money in the bank. You do not need more education. You do not need more experience. You do not need better connections. You do not need to be older. You do not need to be younger. You simply need…