When salespeople get to work in the morning, what's their goal for the day?  As managers plan the week or the month, what outcome are they focusing on?  When dealers set their sites on year end,…

The Manus Group is not exactly a highly…

Do you remember the ad you answered for your first sales job at a dealership?  What was the minimum education…

BDC, Internet Department, Web Sites.  Yes it seems that dealers are really jumping in on doing business in the 21st century.  Me too.  I am always looking for ways to spread the word,…

In recent articles, in training, and in other discussions, I've commented that monkeys can close deals.  Now, when I say this in front of a live audience, I am looking for an expected reaction so…

I want to talk about honesty among those of us in the profession.  Before you get all hot and bothered, I'm not referring to how you do your business.  We all know that the vast majority…

Modesty is over-rated. 

It's okay to stand in front of the mirror or your peers and proclaim that you're going for sales person of the month.  It's okay to claim to achieve the highest…

"I will persist until I succeed."

That was the first line in the Scroll Marked lll in Og Mandino's classic, "The Greatest Salesman In The World."  Having had the privilege of being…

When I'm speaking at a convention or large sales seminar, a common question I…

We've all seen ads looking for sales pros.  Dealer web sites invite us to meet their "professional" staff.  Customers all want to be handled "professionally."  Yet, there is still a perception…