Every year that I have been in the business, I find that both those with and without the experience justifying their relaxed way about them. They make the excuse that all the business is elsewhere. How untrue is that statement. The best month I ever had was a December followed by a runover into January. That was my first year in the business, and probably because I didn't know that's the way everyone thought. Every year since then, I have tried to reinforce the idea that these next two…

To continue with my training discussion, we make all of our staff go through proper and intensive training, sometimes "boring training", get them wound up and fired up with this new found knowledge, with this great plan. Then comes the hard part.....We forget to provide the tools necessary to do the job for one reason or another. Whether it's budget, shipping or timing, sometimes we drop the ball. If "WE" are going to put forth a plan, then make our team go through the training, formula and…

Are you tired of having your staff complain about "The Training"? Remind them that they aren't perfect and neither are you. If we all were "perfect" at our jobs, then none of these training companies would be in business. We do our training, and maybe if they saw us doing it they wouldn't complain about the "boring training". Make the training fun. Turn it into a competition. Have prizes or rewards of some sort. Then show them what it's like to make a good commission or cut time on the…

The hardest thing to do is getting your TEAM geared up for the end of the month when they are having a bad month. You have to teach them "Short Memory" on the bad things. Learn from them then forget them. What's past is past. You may be the best manager but even you, with all your wisdom and experience, can't change what happened, and you must train your salespeople to do the same thing. Finishing strong is what we always plan to do, but sometimes you have o reset the frame of mind. Sit them…

On a day when remember those who have given the "ultimate price" and have served our country with honor and pride, be respectful. There are some who feel that loss more than others. This holiday, while being a great "Sales" event for those in our business, is about those who gave the "ultimate". So have fun and enjoy the events at your dealerships. The hot dogs and hamburgers, the balloons and sodas, the customers and their families. Most of all, while doing all this, remember those who made…

With the start of the Memorial Day weekend, you need to remind your staff to be vigilant in watching the lots and be aware that the "scam" artists are all to aware of the hyperactivity on dealership lots. Everyone needs to verify that the people they are with are who they say they are. DL's are a must do to the higher than normal risk associated with traditional big sale weekends. Every year during a "long" weekend, I hear stories in the press or through the "networks" about someone from…

After everything quiets down and you have the time and clarity to think, remember why your in this business. It's fun! Where else can you get to meet such a variety of people on a daily basis, interact with your peers and make a good living? Nowhere. We have the best careers in the world in a great field. Yeah, sometimes you have to put up with some knuckleheads and make adjustments, but it's how you look at things and handle them. You can mope around blame everyone else for your problems,…

Today could have been a rocky day.....Turns out it was a little. But in the end, because of proper protocol, following a chain of command and doing the right thing the right way, today might actually turn out to be a good day for everyone involved. The customer might wind up happy, the dealership might sell a car and the friction is disippated. What that mean is, if you have a problem, follow the steps in place at your company to properly resolve them. In the end, everyone wins. Have a great…

What a great day to be selling cars....The weather has finally settled into a NICE pattern and the next 3-5 days should be great! for those of you new to the business and those of you who may have forgotten, other dealerships will send in people to shop your price and nothing else. No matter how hard you try to show them a vehicle or build value in the dealership and the brand, all they want is a price. They will actually send someone in under the guise of buying a car, only to start saying…

For those of you who have had a tough day or two, fading the heat from one thing or the other, remember, you are in control of your situation. You can remain positive, even around people or situations that have a negative outcome. Stay in charge of your own situation. Be upbeat and move on form the negativity. If you are in a negative workplace and feel trapped, get out. There will always be dealerships looking for good people with skills. If you know you have skills, then speak up or change…

To those of you who need something to wake you up, always remember, you have to put the effort out if you want to be the best. You can't just talk about it, you have to do it! Being #1 isn't a sometimes thing!!! 

Have an "orphan" list from a prior salesperson...Have the intro letter to send out loaded with incentives to send people in or come in them selves...The Company picks up the postage...How sweet is this?.... If your "seasoned" salespeople aren't doing this, ask them "Why NOT"?