There are many different approaches to keeping our names in front of our clientele. Here are just some of my quick suggestions;

1) ONE school of thought is not to ask for referrals at the time of delivery. It’s their magic moment, not ours. Besides our customers won’t care enough to send us referrals until they know how much we care about them. Remember, in the long…

“There are two things you must do to get anything in life you want,” my father would tell me. After turning 15 1/2, it became time to test this strategy out.

The first part of the deal, I had already nailed; maintaining an A average throughout junior high school. This first condition, I must admit, was pretty easy to do. For years learning, and learning of any kind,…

How do I keep productive at work? What should I do when there’s no floor traffic? Who should I spend time calling? I hear these questions all the time from my new clients.

Although most of us do need a little down time to stay sharp, it should never be more than a very small percentage of our day in sales. Once we accept the fact that we are in control of our own pay…

How far should a salesperson take the transaction before they get someone else involved? When is the right time to make a "turn over"? What is the best way to make a turn? Should turns even be made?

These are questions common to virtually every car training event I've been involved in. My colleagues and I (in the training field) each have our own experiences,…