Do it on Purpose!!

Another part of relatedness and trust is the signals you send out about your

similarities (trustworthiness). This is real documented stuff. Pick up any book on

NLP (Neuro Linguistic Programming). You can get even better relatedness

through matching the clients’ breathing, posture and speech tempo. You can

listen for cues about how they get information, which will ensure that yours goes

“in.” For instance when they are a slow talker and use a…

Thankfulness is a Principle

Thankfulness - Aware and appreciative; grateful...then expressing: 

Principle - A basic truth, law, or assumption…a rule or standard

What is the “Power of Gratitude?”

It turns:

1. 1.   Denial into acceptance
2. 2.   Chaos to…

Women-Drivers.com President and Car Buying Advocate, Anne Fleming, had the privilege of being honored to the 2013 Women in Remarketing class in San Diego at #usedcarweek.

Other women honored from various aspects and leadership roles, include:

• Lisa Filippi-Alvarez, @Honda Motor Company
• Valerie Fuller, @FordDirect_com
• Isabelle Helms,…

I am sure many of you will have heard the saying “If you love something, set it free. If it comes back, it’s meant to be.” While this may be good advice for relationships, it’s certainly not good advice for business. A recent whitepaper examined how many companies focus too much on share-of-market and the resulting damage. Market share has always been the leading measurement of success. The article examines why using only…

I was watching football Sunday and I got to thinking about the job of a receiver. I decided a receiver has three jobs:

1.        Catch the ball

Nothing positive can happen until the receiver completes the catch.

2.        Try to make additional yardage after the catch

For football fans, this is…

Have y'all seen this article in Automotive News?

The $1.5 BILLION valuation just astounds me. Would TrueCar going public bring more transparency to their business model and/or validate their "change of heart"?

"TrueCar said to consider IPO for next year"

"NEW YORK…

What kryptonite is to Superman is what “I’m not buying today,” is to a salesperson, debilitating.  If you want to decapitate the high hopes of a salesperson, just whisper those four words and watch him fall faster than Michael Spinks did when he fought “Iron” Mike Tyson (91 seconds by the way).

A customer may be shouting that they aren’t buying today,…

So once again I ask the question at the heart of the matter.... Mr./MRS…

AutoNetTV debuted collision center-specific content for its digital display platforms at the 2013 NACE show. 

This content is viewed by consumers as they wait for their estimate to be completed or on the collision center’s website and is designed to address the question “What should your potential customer know when you return to discuss their estimate?”…

Hello, 



I am in the market for a cup of coffee. If you are receiving this message, it is because your coffee shop has been selected for the bidding process. If you wish to be considered as the vendor for my next purchase, read the instructions below carefully. Only fully complete bids will be considered. Please note that I am soliciting bids from many coffee shops in and around VA, DC, and MD.…

What a gift you are…

You’ve invested hundreds of hours on staying up-to-date with your product; you’re an expert at demonstrating the advantages your product has over your competitors’. You’re not like most salespeople who have to have a 48-hour notice on the product they will have to present to their peers-you’re always ready. You know what…

Half the money I spend on advertising is wasted; the trouble is I don't know which half.   –  John Wanamaker 

You all know how expensive advertising can be. Dealerships spend thousands of dollars every month on newspaper, radio, TV, billboards, SEM & SEO, web based ads, signage, etc. All of this is designed…

There’s a fundamental psychology behind visualizations that make them work. Reading is fine. Audio and video are often the best. When data must be seen and engulfed in order to make an impact, this is where infographics have their niche in our attentions.

In this very simple infographic from…

There's a rule when it comes to handling complaints and bad reviews on social media. The same rule applies for compliments and good reviews, but those are easy. Handling the complaints can be challenging and you may not want to do it, but as a rule you must reply to everyone who is talking to you publicly whether it's good or bad.

This is an…

Listen to this great interview with Chris Saraceno on the Sean Moffett radio show!

Thank you Chris from all of us at The Mofett Company for being part of such a fantastic show! It was fantastic!!

Seg 3  http://www.sendspace.com/pro/dl/m9p53z

Seg 4 http://www.sendspace.com/pro/dl/qzqjh3

 …

In this business we focus on all the steps to the sale.  Over the course of the last couple years, even with the technology that is revolutionizing our industry, one of the most important talents to have is THE PHONE.



When you read that last sentence, I have to assume many of you are cringing as it's the flaw of our business for many.  How many times do Managers have to harp on salespeople to MAKE THEIR calls?  And of the people making their calls, what is the quality of the phone…

The graveyard is full of people who sat around and waited for their opportunity-living a life of regrets instead of amassing a fortune through their failures. Standing at home plate, looking out into the grand stands of possibilities, their bats of action sat resting on their shoulders while waiting for life to throw the perfect pitch-yet it never…