In what now can be considered a good selling market — and what many predict will soon be a booming market — there are many dealerships under-performing, and some mightily struggling. Why? Although there can be many reasons for dealerships that struggle, after two decades of consulting, coaching and training dealerships, I found consistent themes…
Details“You can’t make gross profit anymore now that we are fully in the digital age.” That is a common observation repeated every day by frustrated salespeople and managers. The reality is, that simply is not true. Gross profit is and always will be possible — if you create and practice the right elements for profit.…
DetailsThere is a plague spreading among car dealerships. I call this affliction “deal’itis.” In the last month, I have been in many dealerships working side by side with managers and salespeople. I began to quickly notice the results of this sickness. Those results are things such as lower sales, low closing ratios, low gross profits…
DetailsMany years ago, I wrote an article titled “The Road To A Sale Is Broken.” Well, it’s not only still broken, it’s fractured beyond recognition. Attention dealers: Take the time this week to review and rethink from scratch every step in your routing procedures. Review these steps from beginning to end, and review all…
DetailsA friend of mine has a saying: “The only thing keeping you from your goals is the bullcrap story you keep telling yourself.” As hard as those words are, I find them to be very true. My question for you is, what is the bullcrap story you are telling yourself about you and your business?…
DetailsThe day after the Super Bowl, it seems like everyone reviews the commercials and decides which one was best. The sports channels review every detail from the game and the players who made the big plays. The news focuses on the weird blackout at the Superdome. However, the best lesson to be learned from the…
Details“The chains of habit are generally too small to be felt until they are too strong to be broken” – Samuel Johnson If you were to follow around the most successful salesperson you know for a week and then follow a failing salesperson for the same amount of time, the differences would be glaring.…
DetailsIt seems like every week there is a new digital or Internet conference. Information is flowing and being digested at a pace never seen before in history. To go along with all the new information, there seems to be matching software, programs and gadgets that are supposed to streamline, make sense of and monetize all…
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