I've been seeing the Google +1 button appearing on more and more websites since it was released a few months ago.  Recently, I've even seen it as an option for paid search ads.

If I perform a search while signed into my Google account, the +1 button appears as a part of the actual PPC ad.

This seems to be the exact same thing as giving users…

During a department head meeting in which processes where being discussed, it became evident there was an information gap for our clients.  Our recruiting team was reporting a break down in information regarding who we are, what we do and what we have to offer.  The team shared how they answer certain questions over and over again.  They reported the funny misconceptions that they often hear.  I sat…

As a sales rep, our day started with a quick twenty minute meeting at 9 am sharp. If you were late you missed the meeting and had a talk with the manager later.    

The F&I manager started off by thanking everyone for a good job and doing all the paper work correctly. If he needed any thing he would say it and we would do it. This took about two minutes.

The used car manager was next. He told us we are doing great . He told us what was new and what was…

Fran Milbower Director of Fixed Operations for Proactive Dealer Solutions has some great thoughts on "texting" for the dealer body. If your store needs a list of email addresses for the different cell phone companies we can help.

As director of Fixed Operations, Fran has helped hundreds of dealers grow their service department. If your store has a service BDC already and wants to take it to the next level or you have your service advisor team taking the calls, we can help.

Your…

"TELL ME MORE"

The simple word track, “Tell me more” is one of the most powerful yet simple word tracks you can give to your team! This simple word track both builds rapport with the client AND defines exactly what the customer’s statement or…

A combined 73% of Dealer Elite members who voted said recruiting talent and processes are the number one challenges to improving gross profits.  When a dealership is struggling with recruiting talent, one option is to enlist the help of an outside recruiting and training firm.  Outsourcing your sales staff recruiting and training needs is not only convenient but can be a cost effective means of meeting and exceeding your objectives.  Recruiting and training firms are not created…

It's sales for beginners.  You must listen to your customer.  Internal or external.

It's so 101 that you could easily blow through this post and tune into the next thing.  Stayed tuned until point three and you'll have something new to try today.

As a salesperson I stood around or sat with other salespeople and shot the breeze while we waited for the next customer.  At any point any one of us might break away and wait on a customer.  If the GM strolled nearby…

Here is a post from a course I teach to prospective salespeople. Properly grounding newbies is important to starting them on the path to success. You may find parts of this useful when you begin to train new salespeople.

Why Become a Salesperson – Part Two

Here are some sales duties and responsibilities common to most organizations. Starting your new salespeople out with an understanding of these will help.

A. Deportment and Timeliness: You must be on time, all…

     If you had to pick a group of favorite failings, you’d be hard pressed to keep the list small.  Failing is generally what precedes massive success.  In fact, its’ difficult to name a significant invention, person, or other creation, without discussing the failing that occurred right up to the moment of success.

     However, in an attempt to share with all of you, the importance of risk, and the necessity of failing, I present my favorites.  These are my top five from…

(alternatively titled: "I never want to see a screwdriver again."

I've been surfing the internet again. 

This usually ends in one of two ways.



A) I find something that I don't need, but buy it anyway

B) I find something that I really want, but can't figure out how to buy it.

My new favorite thing, except for catch up on Season 3 of Dexter, is to browse the internet for car dealer websites. There are hundreds of…

While working with one of my clients covering a strategy on changing the price of a vehicle he had priced at $15,298, my first reaction was to tell him to reduce it down to $14,995 so he wouldn’t miss any searches done up to $15,000 because of his $298. Then it dawned on me, don’t even change it to $14,995 that might not work either. After the conversation, I come across a strategy that has changed the way I tell my dealers how to price a lot of their cars. It made me research all pricing…

Our never ending quest…as leaders…is to stretch people farther… than they think they can go…

To take an individual…or a team…and stretch them all the way out… till they feel they are at the edge of the cliff…

And just as they are about to fall off…extend our hand…tell them how important they are…

tell them that you…

Buyers and the lies they tell:  Buyers are not all liars.  In fact, most will be straight up with you but often times we back them into corners and make it to where it will be easier for them if they lie (not that we condone that behavior, but it helps us understand them a little better).  Also, I think some customers believe it's okay to lie to us because we are salespeople so we MUST lie all the time.  Therefore…

I'm a baseball man.  I could give up watching all other sports if the season went all year round.  It's a great sport to watch because on any day, someone could literally come out of nowhere and change the season.  As a Lifetime Yankee fan, being around when Bucky "Bleepin'" Dent took the Yanks past Boston to win another series was incredibly satisying.  Seeing it again with Aaron Boone two decades later brought back those same feelings.  Yet, neither one of them will ever be considered for…

Staying Dumb is the Smartest Thing You can Do

While working the desk here recently I handed a proposal (pencil) to one of our senior, veteran, strong salespeople.  It was the first proposal so it reflected a retail price with shorter terms and an average A.P.R. (we hadn’t run credit).  The trusty, crusty veteran looked at the proposal and said, “Here’s what I think we should do…” and proceeded to tell me how we should discount the vehicle, stretch the term…