“Big doors swing on small hinges.” Small things can make a big difference in your sales process. There has been a lot written recently about what I term the “moment of truth” in the sales process. I don’t believe that a sale usually occurs because of one “big bang moment.” Usually, a sale occurs because of a series of very small and simple things that add up to being the difference maker.

If you are looking for 50 closes to take your sales to the next level, you are missing…

Facts tell and stories sell. If you want to become really good at sales, then you must know how to tell your story. People think in pictures and they can and will follow a story. People learn better from stories and become emotionally connected to stories. What is your story and can you tell your story and tell it well?

What makes you who you are? You are different from anyone else. Your life experiences, background and everything about you makes you unique. Unfortunately, if…

Many sales people tend to always be chasing the next customer and worrying about the next paycheck. The good news is that this is unnecessary and can be fixed forever in two years or less. Sales people can eliminate future sales and income anxiety once and for all.

What’s the key to creating freedom? It’s marketing. If you are a sales person who is waiting for your business to provide an endless funnel of prospects and buyers, you are living in a fantasy land. Even with a ton…

Do you want to be more successful? You can achieve greater success if you begin to follow certain secrets that blow open the doors that are closed for you now. I am comfortable in saying that all people have some closed doors that limit their achievement. What are the doors that I am talking about and how can you open them?

The doors are a metaphor for the gateways to successful achievement. The keys are the secrets that unlock them and allow you move forward faster and with…

1. Educate Yourself

Don’t wait for managers or anyone else to give you the sales education you need. Unfortunately, the automobile industry has been stuck for years in a, “Throw them in and see if they can swim mentality.” Some dealerships take new recruits to a meeting room and have them watch training tapes for a day and expect them to be trained. Neither of these options will increase your odds for success.

Begin a massive self-education program that will…

There are 24 hours and a total of 1,440 minutes in every day. Successful people just seem to get a lot more done in a day than unsuccessful people. The main reason is successful people keep the main thing the main thing. Success is not an accident.

First, you must be honest about your strengths and your weaknesses. Spend your time in what you are strong at and delegate what you are not. A sales person reading this article may immediately think they don’t have anyone…

After returning home form a speaking engagement in New York, I wanted to relax a little and flipped channels on the TV until I came to a movie called “Beyond the Sea.” My intention was to just watch and enjoy the movie and just release all the tensions of work and travel. It was time to veg-out and not think. Then – boom – it happened. A line from the movie hit me like a thunder bolt: “People hear what they see.”

“Beyond the Sea” is a movie about the life of Bobby Darin.…

Cars, dealerships and sales people can be commodities. As a sales person, your job is to move everything you do and everything you have towards being a non-commoditized item or service. You must sell your difference.

When making a decision, customers look for deciding factors. Being able to know what the differences are and then helping the customer know what they look like, sound like and feel like is your job. Customers don’t spend an hour with you and say, “This is exactly…

As a sales professional, it can be an eye-opening experience when you go shopping for yourself. Weaknesses in other’s presentations can teach us lessons about how to strengthen our own. One common theme you might notice is that many people don’t seem to recognize that people don’t buy products or services. People buy from…

There is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and tactics. Strategy is your overall goal for your business and your overall marketing philosophy to achieve those goals. Tactics are executable actions you take to achieve those options. The good news is that once you have clarity about your strategy, and then apply emotional direct response marketing…

Words are cheap. What matters is the true belief system behind your words and the actions you take because of those belief systems. Economies don’t improve, people improve. Waiting for something to happen is for losers. The most important economy is the one created between your ears.

During down markets you have to get creative to make things happen. Although you may not be able to push a new car market if it’s not there, you can niche market, create affiliations, utilize…

Each year at the start of football practice, Vince Lombardi, the coach of the Green Bay Packers started his season the same way. His opening statement to his players was, “This is a football.” Every year, John Wooden, the legendary basketball coach of the UCLA Bruins started his first practice of the season by demonstrating to his players how to properly put on their socks to prevent blisters. Pretty basic stuff, huh?

Notice the similarities between Wooden and Lombardi in the…