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,…
DetailsI have a confession to make. I am old enough to remember rotary phones and black and white TV without cable, satellite or remote controls. I grew up in a house without central air conditioning and the first several cars I owned ran on leaded gasoline. As I look back its fun to remember those…
DetailsIn automotive sales training, online training has become a much bigger piece of the training equation. The question is, is this a good or bad thing? Going back to the 1990’s I was the pioneer of online training for the auto industry. I first started doing online training for auto dealerships before most people…
DetailsThe intention of goal setting is to look toward the future and think of and plan for what you desire. Goals provide hope. My definition of hope is “Having Optimistic Predictions & Emotions.” However, goals can create your biggest stumbling block to getting what you desire. Ralph Waldo Emerson said, “The only thing that…
DetailsAnother college football season come and gone. If you are a football fan like me, you watched a few of the bowl games. In one of the games, Texas Christian University played the University of Oregon. Although, sports clichés and metaphors are often used, I cannot imagine a better example of how sports can mirror…
DetailsBe Wary of Advice and Council There are experts everywhere today. The advent of social media has allowed so many to jump into the “expert pool.” As you look at the experience and background of many if not most of these people, you usually find little to nothing to support the expertise. You will…
DetailsHappy New Year! So, you made some New Year’s Eve Resolutions and commitments — now what? If you want different results than everyone else, you need to not only discover blocks you have, but also understand them and rewrite your story. Otherwise, you will fail and fail quickly. On New Year’s Eve, everybody…
DetailsEvery salesperson wants to hear the customer say “yes”. Some customers need a little more evidence to get them to that final positive decision. The right information delivered correctly by the salesperson can make the difference between getting the sale and not getting the sale. Let’s examine some effective methods to help get the customer…
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