I had the luxury of being able to watch a rookie sales manager T.O. his first customer and it reminded me of a few things I've learned along the way.



He was our top salesperson for a few…

Thankfulness is a Principle

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

Principle - A basic…

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…

The Evolution Of The Automotive Sales Industry - Automotive Internet Sales - Car…

Hello everyone,



I wanted to reshare this article written for Dealer20.com



The broken process in our industry is sending a templated email with one or two phone calls and then…

This week's episode is "Always be prospecting". VERY powerful but simple…

There’s a misconception that has been permeating across many industries over the past couple…

As I am writing this post I am sitting in the customer lounge at a car dealership. I cant help but notice the continued lack of professionalism that is happening on the sales floor. I have watched…

For dealers, productivity is a key element in our quest for profitability.  Dealers expend unlimited resources on vendors who guarantee increased productivity.  Whether purchasing the newest…

April 1, 2014…

I was on an online chat with several friends and fellow trainers from the…

              Although I could certainly give more than just one more thing, this report is based upon specifically on one thing and this is prospecting.  Top sales performers know that lead…

            I have a confession to make. I am old enough to remember rotary phones and black and white TV without cable, satellite or remote controls. I grew up in a house without central air…