Have you ever heard the statement that “Life begins outside of the comfort zone?”

The Comfort Zone is certainly a place that beckons us all at one time or another.  Resisting the allure of resting on past or current success is not that easy at times, and when we are doing okay and the pressure is off it can be easy to give in and put…

If you have been working in a car Dealership where everything is based on the number of units sold, you may not spend much time thinking about Gross.  If all the bonuses are paid for units sold, then you will do whatever you can to move the iron just to get to the bonus money.  If you are selling price alone it is hard to resist the temptation to sell to the Manager instead of the Customer, but…

It has often been said that if you don’t know where you are going the chances of getting there are not very good.  This is certainly true for someone who is seeking to set goals for their life and to make a plan on how to achieve them.  Unless you have a vision for what you want to accomplish in this business, you will probably follow a path that leads to the status quo.  This is often the cause of failure; not the lack of ability, but failure to formulate a…

Most car shoppers have the opinion that car Salespeople are basically dishonest and will say or do anything to make a sale today.  It has been that way for a long time and is the reputation of our business in general stemming from decades of car…

The Five Rules for Change

How do you see yourself when you consider your future? Do you have a dream for your life that you would like to achieve, but don’t know how to get there from where you are?  Are you stuck in the same rut…

For most Customers the pinnacle part of our sales presentation is the Demonstration Drive.  This is where they are given a chance to take the car for a spin and hopefully take mental ownership of the vehicle.  The problem is…

Some of the finest people I know are in the retail automotive business.  Many of them are folks I’ve met as I travel throughout North America and Canada doing car sales training or teaching our Dealership management training courses.…

Type-A Personalities Versus Type-B Personalities

Most people who work in automobile sales have Type-A Personalities.  They are generally very competitive and career driven and often come across as aggressive and forceful.…

How do you see yourself when you consider your future? Do you have a dream for your life that you would like to achieve, but don’t know how to get there from where you are?  Are you stuck in the same rut producing the same results every month no matter how hard you try to…

There is never been a better time in history for the general public to have access to vast amounts of information. The Internet empowers anyone who wants to learn so much information and knowledge that was once only available to those who could afford such things.  The…

This obstacle usually comes from Customers during the initial Meet and Greet and has been challenging car Salespeople for years.  It is a common defense mechanism and most of the standard responses taught in car sales training tend to make the Customer even more defensive.…

In all of our Automotive sales training courses, we emphasize the need for growth and change for those who want to experience effective and lasting success.  And like all things worth doing, you have a better chance of achieving your goal if you have a roadmap to follow to take you where you are going.  Learning new…

One of the challenges that all Dealers and Managers face in this business is where to find the kind of people that will grow their business and advance their goals for success.  Finding the right people in such a competitive market as the retail automotive industry can be…

There’s an old story about two close friends who every weekend used to go out into the mountains near where they lived and hike trails and paths that weaved through the forest on the sides of the mountains.  They had done this for many years and it was a part of the week that they both looked forward to with great anticipation.  It was a great time for camaraderie and exercise, and an important part of their health regimen for staying in shape.

 One day,…

Being a Winner often involves taking chances and occasionally means stepping out where others are not willing to go.  Yet, central to your attitude in life, is a belief in one’s self.  Winners have confidence and believe they have as much right to succeed as anyone else.  They don’t look for it to be handed to them for free, but they do expect to achieve…

If you are a Manager or Team leader in your Dealership, how do you handle the car sales training process?  Do you coach your team members on how to set goals and carry them through to success?  Does your team rely upon you for guidance and Sales Training?  Are you using a training curriculum that is proven to create maximum results from your Salespeople and is specifically designed for automotive sales…

What Makes a Person a Leader

Often we tend to think that people are born Leaders and destined to rise to the top because of their personality or genetic makeup.  Over the past thirty years our experience has proven that quality Car Sales Training and Dealership Training Courses can raise anyone’s potential to…

Phone Up Dialogue

Most car Salespeople are unaware of the value that phone ups bring to their business.  The phone up is the most reliable source for Customers who will end up buying a car.  Because of this it is…

The Seven Most Important Words in Closing

By David Lewis

Whether you are a Salesperson or Sales Manager, your main goal is to close sales.  Everything we do up to that point is all just set-up and preparation, yet so many of us fail when it comes to this final step.  In actuality, we fail approximately 75% of time.   You may ask how I came up with that…

Why Are Customers So Defensive?                                                                                                                      

By David Lewis

During my training seminars all over North America, regardless of whether I am working with Salespeople,…