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Coverage on DealerElite from two events starts tomorrow, June 14, 2011. As an official media sponsor, DealerElite will be bringing you coverage of:

• The Automotive Customer Centricity Summit, hosted by Thought Leadership Summits - June 14, 2011…

If the world was devoid of you, what would it be like and contrast that with if you were the whole world?  Which do you think would be the better place?

The above question was something that passed through my busy brain one night as I prepared for duty the next day at the office.  It seemed like an interesting way to…

The best salespeople are the stupid ones. When I say stupid, I don’t mean to imply that they should be mentally dull, foolish, or senseless; stupid salespeople lack keenness. When you are keen to judgment, you form an opinion based on your perception. You decide if you have a deal very quickly and market yourself that way. Using…

"I will persist until I succeed."

That was the first line in the Scroll Marked lll in Og Mandino's classic, "The Greatest Salesman In The World."  Having had the privilege of being able to spend time in his NH home, I can honestly say, I have witnessed persistence like no other.  Og Mandino spent his writing life with one goal - change lives!  Simply stated but difficult to accomplish.  is writing and speeches are a large part of what inspired me to write adn travel the world…

Fixed operations, has been the great denominator, in our mathematical equation. It is an absolute must to grow this department, in double digit increases, year over year. The service drive, must be that, a driving force behind our businesses. Our total service team, must have incredible selling skills, be great multi-taskers, love to work with people. The technicians, must be great closers. That's RIGHT, closers. Our writers, explain work orders, to our customers. If needed, we walk…

One thing I learned during the 30 minutes of training that I received before hitting the floor, that still holds true today is repeat and referral customers are golden, they sell easier and you usually make a higher…

If someone takes five customers in a day and doesn't close a deal, what happens?

When a salesperson, makes 15 calls in a day and doesn't make an appointment, what happens?

When a salesperson, is putting in extra effort, working his day off, and has an 8 car month, what happens?

Remember, enthusiasm comes from within someone’s true feelings for life. Effort, and…

UN's

If your career has been thwarted quicker than Paris Hilton’s acting ambitions, consider the words that you are speaking. We’ve allowed the un’s to stunt our growth; we’ve mistakenly allowed words such as until, unbelievable, unfair, unfit, and unable to become barriers to reaching our potential. When the prefix un is attached to the proceeding word, it negates…

Here's a question: Which four U.S. market brands are tied for the longest consecutive streak of monthly year-over-year sales increases? The streak now stands at 20 months.

 It's a great question and the answer is probably not the brands you think. I wish I was clever enough to have asked the question, but I'm not. Eric Mayne, senior news operations editor at WardsAuto.com posed the question today in his blog,…

It’s odd how, in the fortnight that passes between these lite essays, the theme for the next one always appears out of recent dealer visits.  For example, if I write about lead response times it’s because, unexplainably, LRT became an issue multiple times in my visits during the two weeks prior. 

The issue that revealed itself this time is Over-Thinking The Lead.  I had some poor mystery shops, and from stores that should know better and do better.  When we looked for a…

No, No it doesn't.

I was going to start a poll and say "Does your sales technique need some work?" just to see where everyone thought their skills were. But, I wanted to hop right into the part where I do a lot of typing. Predictable, right?

Anyway, my post title may be a bit of a stretch. But, if you use one sales technique over and over again, it's not going to work every single time. No matter what your individual approach is, "Relating to the customer",…

18+ is an attitude

18+ is a result of choices you make

18+ you are making great choices

18+ you are making great decisions

18+ breaking barriers, not being afraid

18+ is a result of strong time, effort, and hard work

18+ consistently will change your financial future

18+ will give you financial freedom

18+ is a way of life, worth living

18+ having a game plan everyday

18+ is very helpful to my teammates

18+ is…

When business is just excellent, do we give big incentives to employees, have big parties, talk how great everything is going? Do we spend plenty of money on advertising, training, upgrades to our businesses? 

Do we have the attitude, "We can conquer the world"?  We know we will do just awesome, by trying, paying attention to detail, pumping up our staff, going strong,  all day long. We will make it happen!!!  The throttle is wide open, nothing will be acceptable outside of…

General Motors opened up orders for the Chevrolet Volt to all 50 states today, lowering the base price for the 2012 model by about $1,000 and adding more option packages.

Why is GM doing this?

Will the Volt be a Champ or a Chump? Why?

Posted by: Mark Hergert in Used Car Loans, Sub Prime Leads, …

The US Department of Labor (DOL) recentlely released a new smart phone applicant that provides workers the ability to track their hours and calculate OT.  This is just another sign of an increased focus on wage and hour matters.  On May 9, 2011, the DOL announced the launch of its first application for the iPhone smartphones, described as “a timesheet to help employees independently track the hours they work and determine the wages they are owed.”  Available in English and Spanish, workers…

When I'm speaking at a convention or large sales seminar, a common question I get asked is, "What will this book cost me?"  There is a two part answer to this question.  If you believe in what I've said and want to buy it, the cost is a few dollars.  But, if you don't, not having the information will cost you a fortune.  Now, I want to give something back.  A Free…