Dealer Principals And General Managers are FREE to Attend the #IS20G 12 Conference In Nashville, March 18th-20th - Internet Sales 20 Group 12

The #IS20G 12 Training Conference in Nashville, TN March 18th - 20th…

“There are two things you must do to get anything in life you want,” my father would tell me. After turning 15 1/2, it became time to test this strategy out.

The first part of the deal, I had already nailed; maintaining an A average throughout junior high school. This first condition, I must admit, was pretty easy to do. For years learning, and learning of any kind,…

How do I keep productive at work? What should I do when there’s no floor traffic? Who should I spend time calling? I hear these questions all the time from my new clients.

Although most of us do need a little down time to stay sharp, it should never be more than a very small percentage of our day in sales. Once we accept the fact that we are in control of our own pay…

How far should a salesperson take the transaction before they get someone else involved? When is the right time to make a "turn over"? What is the best way to make a turn? Should turns even be made?

These are questions common to virtually every car training event I've been involved in. My colleagues and I (in the training field) each have our own experiences,…

Performing these regularly occurring sales manager activities will insure we are investing enough in our dealership’s most valuable appreciating assets – our people.

● Have a notepad when desking deals 

– Take notes for debriefing our sales associates, don’t rely on memory alone.

● Debrief each deal 

– During a deal is…

I was asked to share with sales managers some of the common desking best practices I’ve encountered across the country. These are things that, when adopted, should help you help your sales people be more effective. I know that most of these things are already being done in your store but it’ll still be a useful review and you may even pick up one or two new ideas.

I…

How much would your professional life improve if the majority of your new customers were trusting and easy to work with? What would you be able to achieve if you could significantly increase the effectiveness of each and every one of the techniques you currently use? And what would you think if I were to tell you that it’s “easy” to accomplish all of this?

Well,…

Would you like to know how to control most any argument?

First and foremost, we have to understand that two of the most basic of all human needs are to be valued and understood. Virtually every one of us have these needs in common. Then we must understand what an argument actually is. An argument is simply two people trying to be valued and…

In order to effectively overcome objections, we must first understand the three different types of objections and how to effectively handle each one.

The most common type of objection (by a ton) are simply knee jerk reactions or things customers have been conditioned or programmed to say to sales people. These are commonly referred to as "smoke screen" or “reflexive”…

I want to take a couple of minutes to discuss with you the phenomenon affectionately known as "The 90 Day Wonder". For those of us unfamiliar with this phenomenon, let me 'splain it to you.

The 90 day wonder is the sales associate, brand new to the business, who starts out like gang-busters. Who, for the first couple of months, lead the field. Then,…

The Automotive Advertising Experts show is hosted on Blog Talk Radio and featured on AdAgencyOnline.Net – an auto industry networking resource portal.  Philip Zelinger, the President of Ad Agency Online and host of the show, will interview Michael Wynns, the President of Automotive Resource Partner, (ARP) on Fri., March…