It’s a sickening feeling to be awakened by the faint rumblings of that heavy-duty truck. Blinking your eyes fast-trying to get your senses about you, quickly trying to figure out what day it is, you hear the truck drawing closer. As the driver mashes the accelerator, the thick, throaty sounds of the truck’s power cause your…

Why do we alienate what we have and covet what we don’t? We’re quick to ignore what is in our search for what else in life-always longing for the shiny balls of strengths that everyone else seem to possess-ignorant of our own. You have strengths that you do not fully utilize, why?  Because your…

Do you know how it feels to be halfway through the month and your draw isn’t even covered? The last 3 customers yielded no sale. The first wanted to buy but couldn’t. The next one could buy but wouldn’t and the last one could, did, and ended up backing out at the last minute.…

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,…

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…

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…

No one likes to wash clothes, take a bath (don’t laugh some people don’t), or pay bills, but we would all agree it’s a necessity in life.  Although we may not enjoy the act, we enjoy the benefits it has to offer.  We love the smell of putting on a fresh t-shirt in the morning; we feel reenergized after washing off the funk of a hard-fought day and enjoy the ability…

We’ve all set goals based on our emotions- who hasn’t vowed a radical transformation at the dawn of a new year only to wind up reverting to our old selves weeks later?…

During a game, athletes don’t have time to get hung up on a good or bad play. Good players make plays-they may cause or recover a fumble; they may run an interception or return a punt for a touchdown. On the flip side, good players also make mistakes-they fumble the ball at critical times, throw an interception while scrambling to make a play or send the overtime…

There’s a proverbial saying that when it comes to the car business, “There is no tomorrow,” which means your best opportunity to make a sale is the customer seated in front of you, right now. I remember my first month in the business, I literally had a notebook full of names and notes of customers who promised me they would be back-15 years later,…

Some things in life don’t seem to make sense. If you’re caught in the ocean’s under-toe, don’t resist, but instead save yourself by swimming horizontally to the shore with the ocean’s pull. If you want to effectively snow ski down the side of a mountain, you must lean forward or if you ever find yourself in a skid, driving…

Your customer doesn't care how busy you are. It’s not their problem someone’s transmission went out, or that another will be there in 5 minutes despite that fact that you haven’t even gotten the car washed yet, nor the fact that yesterday’s “lick” (a.k.a. a customer that paid you a healthy commission) now wants to return the car. Customers aren't ignorant to…

Broke and in search for a new beginning, Swen Nater’s parents made the decision to leave Holland and start over in America. Unfortunately, not everybody was invited to make the trip. His parents made the grueling decision to only take his baby brother-leaving Swen and his sister behind to live in an orphanage.  Out of the 60 orphaned children, Swen’s parents were the…

Why does it take 7 positive surveys to overcome 1 negative one? After having one bad month, why does it take 3 months to get back on track?  Explain to me why I must work with 4, 5, even 8 prospects before finally making 1 sale?

Red ink doesn’t flow faster than black ink-it merely shows faster. The truth is we need red ink moments in life to quickly…

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The new 50^th anniversary Lamborghini Veneno carries a price tag of $3.9 million, making it one of the most expensive cars ever produced. It sits on a $400,000 chassis, is adorned with custom made aerodynamic panels, all cradled with a V12 engine that cranks out 750 horsepower-reaching 60 mph in less than 3 seconds and top speeds of 220 miles per hour (Just what we need to sleep in a little later). In spite of the millions of dollars poured into the…

The toughest test you face was not the month you just completed, but instead the one that lies ahead, because regardless of whether you had a good month or a bad month, it’s over. Depending on your month’s outcome, you become a can or will questioner. If you had a good month you question yourself, “Can I do it again,” but if you had a bad month,…

In life, as well as sales, you have to pick a side-the side of clarity or one of confusion. Legendary Green Bay Packers coach, Vince Lombardi used to say, “It’s hard to be aggressive when you are confused.” When you are playing in a state of confusion, you are playing with the mindset not to lose instead of aggressively playing to win. It’s no secret, that our industry can be chaotic. In the middle of a demonstration the check engine light comes on, breaking the rhythm of…

This is an actual email I received from a customer:

“I have been looking for a truck for a while now and happened by your lot at about 5 PM today to see if you had what I wanted. I drove through slowly, looking at both new and used. One of your salespeople - a lady - smelled blood in the water and started following my car on foot as I drove around.…

In sales, we’re always told, it’s just a numbers game-play the averages, grab more Ups and your sales career will be just fine. It’s during these times that Dr. Sales Manager quickly discerns that the sales patient is suffering from Up-tile dysfunction; the remedy to give a much needed “lift” back in the sales person’s career, is to simply grab more customers.…