Studies show that the average salesperson is into negotiations within 3 minutes of saying hello.  Three minutes and they're talking numbers and hoping to close a deal.  What's amazing is, I heard that exact statistic when I went to my first sales training seminar in 1980.  So, nothing has really changed in over 30 years. 

Think about it this way.  Some of you have been reading my articles since I began.  That being the case, could you send me a check for $1,000?  You've received…

You arrive at your dealership and notice that the outside is appearing a bit drab.  To fit with the brand and the neighborhood, you determine that a great paint job would do wonders for the entire building.  So, you make the decision.  Here are your choices:

• You call the top commercial painters in the area and get an estimate.
• You hire a couple of college kids give them a truck to pick up paint and turn them loose.
• You pull your managers off the desk and other…

Just because your store is one of the more popular brands, that doesn't mean you are guaranteed success.  Having the right sign up is no promise that customers will beat down your doors.  And the  right ads or killer Internet presence still doesn't make profitability a sure thing.  Without a key ingredient, even the best of the best will fail.

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