Expectations – we will perform in direct proportion to the way we see ourselves and the way that those whom we respect see us.  The expectations of the individuals wearing the title of salesperson have been evolving as the reality of a new marketplace becomes apparent. The Internet has impacted a great many things about the world that we live in to include how we work.  Gone are the days when salesmen use to go door to door carrying their wares selling them to housewives. Now you have…

Yesterday I received a comment and a question from Terrell to a post I recently made that was titled Redefining the Sales and Training Models. The gentleman wanted to know what advice or tips that we, as experienced professionals could offer to a future leader in our business. I have been asking a similar question of anyone that I meet who exhibit the qualities that I would like to emulate, and my question goes something like this: “Knowing what you now know, if you had an opportunity to…

One of the most underutilized software applications within a dealership is its CRM software. This application has also been the source of much disappointment in regards to its ability to show a quantifiable return on investment. The reason that this is the case is that in most instances it is improperly sold and implemented as an application only and not as a process. The second reason that CRM gets a bad rap is that the users of the application are usually trained from the perspective of…

Building a successful selling career is not complicated, but it has remained a mystery to most of us in the profession. We celebrate the superstars because they have figured out their own personal formula and we punish the underperformers because they just cannot seem to get it. The fact of the matter is that if there was a formula for doing the things that successful salespeople do consistently, then you could move more of the underperformers into the high achievers rank. Well, there is…

In part 1 of this two part series, I shared in general terms the ingredients needed to create a super selling professional. I also hinted at several of the different processes that he or she would need to learn in order to be truly effective. My objective over the next few lines will be to introduce you to four processes that all super salespeople use on a daily basis to build, maintain and manage their businesses as well as impress upon you the importance of making these processes a…