In 2012 I had the pleasure of meeting Mr. Saraceno through an introduction by David Lewis.

I was new to the world of outside sales as well as the automotive industry. Sure there were striking similarities to owning a salon and day spa - but the average person rarely recognizes that connection.

I’ll never forget my first meeting with Chris. I was instantly impressed with the time he took to learn more about what brought me to work for David Lewis and Associates. We spoke about…

“We can fix the tickets before the factory comes in. We don’t need the hassle of trying to fix every ticket now.” Joe service manager said.

I wrote this down as Joe said this because I almost couldn’t believe what I was hearing. But there it was, and I know there are others out there that feel the same…

Just because people are at work working, doesn’t mean they love what they do and who they do it for.

There are many people who simply hate there job and can’t wait to quit or get fired and don’t even care because they’re verbally abused, made fun of, ridiculed and made to feel inferior and stupid by their managers.…

Not long ago at a prior job I was severely reprimanded by an inexperienced sales manager for not using a trial close during a proposal. If you are currently in a leadership role and have similar tactics I would strongly advise against it... that’s a conversation for another day.

This article is about why you should steer away from the "Trial Close." By definition the "Trial Close" is a technique used in selling to assess the buyer's readiness to make a purchase decision. It usually…

This week, Jeff continues with the next five myths of this series. Stay tuned to hear what they are, how to bust them, and back them up with facts. Each one is perfect to use as a training tool, meeting topic, or simply food for thought! Copyright 2018 Wm Jeff Cowan

Website: AutomotiveServiceTraining.com

CLICK HERE TO WATCH!…

5 Mentors That Will Improve Your Prosperity

Learning what to focus on and how to achieve your goals is key to your personal and professional development. I believe in "The Theory Of  5" which has supported my focus on health, happiness, prosperity and continuous improvement since I was 22 years old, It shapes how I think and who I chose to spend time with. This theory is based on choosing five…

CALL FOR SPEAKERS!!!

Have you got a message or product to share with the auto industry????

We are super excited to announce an all new Auto Industry conference coming to Orlando in October!!

If you have innovative new strategies and inspiration, join Eric Thomas and other amazing keynote speakers onstage at this amazing event!…

There’s a lot of discussion lately about who is the greatest of all time in basketball. The great players in any sport work diligently to perform to the best of their ability. In our automotive field, I’m sure we could discuss at great length who the greatest of all time would be as well. Most of us don’t consider ourselves working towards the…

Great content comes in several forms. However, many people think of content as just the written word, such as blogs and articles. For those who aren’t writers, or don’t have the time to write, this can seem like a daunting task.

It’s tough coming up with ideas and, even when you do, explaining your idea in writing, rather than speaking about it in person, can…

Maybe your customer didn't ghost you, but it sure seemed like the deal was closed, yet it's not here! Are they still giving you hope or leading you on without a straight answer? Stay tuned to hear how to approach this, and stop them in their tracks! Jeff's proven process will get you an answer, every time. Copyright 2018 Wm Jeff Cowan

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Website: thejeffcowan.com…

There are few things sales managers find more painful than looking into their CRM and finding unanswered sales leads -- whether those leads sat for hours or sometimes, days, each is a missed opportunity. That’s why there are so many outsourced BDC services that provide lead follow-up for dealers, ensuring customers receive a speedy, accurate response. And now, it seems that…

In the past year I have had the privilege of visiting with businesses of all sizes to introduce digital marketing solutions. In an age where disruptive digital technology is a crucial part of the success of one’s business I must share what I learned as a digital marketing specialist.

What could stop a good digital campaign in its tracks?

A: Staffing issues and or lack of motivated sales professionals.

Marketing strategies were either stalled by high staff turnover or were…

“If I lost everything today and I had to start over, I would go sell cars. Because I’m working with somebody else’s inventory, I control my own pay plan. I control my schedule. I can get up at 5 in the morning and work ’til 10 at night,and I enjoy it.”

Texting Strategy for Women Buyers

Is texting part of your dealership’s communication strategy with women customers? Used properly, texting as a business practice is a direct and efficient way to communicate. Used improperly, it can cause annoyance and frustration.

Read on to…

According to Black Book® data, the average price of a used vehicle for model years 2012-2016 increased in value by +0.3% during April, fueled by a strong spring selling season for cars, also up +1.3%; trucks saw a decrease of -0.4% on the month. All vehicles are averaging a 12-month change of -15.1%.

A total of nine vehicle segments increased in overall value during spring, including five car segments, led by Mid-Size and Compact Cars, each up +2.5% on the month.

Vehicles in…

"The game changers at Southwest Airlines, who have prospered for nearly 40 years by challenging conventional wisdom in the airline business, have embraced the “hire for attitude” philosophy more intensely than any big organization I’ve encountered.", Sherry Phelps explains. Miss Phelps spent 33 years at Southwest, and as a top executive in the People Department while helping to design many of their hiring practices.



Sometimes the culture has to change within the organization. I…

Tagging on from last week's episode, Jeff discusses what to do after you make the presentation: CRITIQUE! Smart to do after a good presentation, a bad presentation, or a missed opportunity. It can be two sets of eyes, feedback, a simple conversation, or constructive criticism, but it will always have a lesson learned. Copyright 2018 Wm Jeff Cowan

Click HERE to watch!

Website: TheJeffCowan.com…

Over the years, as customers have sought out the internet to research, shop and buy cars, a void has been created between customers and sales professionals -- removing a human element from much of the upfront process. Many dealers and sales professionals are now bridging that gap with the help of personal branding.

Somewhere along the way, CRM and other systems lost sight of the fact that customers are more than “leads”, “shoppers”, and “potential buyers”; they are human…

This week, Jeff discusses how to make training part of your daily routine. All you need is 15 minutes a day! It does not require a full day class, a complete week away from the drive, or anything excessive! Rather, follow the FIVE R's! Stay tuned to hear Jeff's tips on how to incorporate 15 minutes a day to make you maximize your opportunity. Copyright 2018 Wm Jeff Cowan

Website: automotiveservicetraining.com…