Sales people provide life for all companies. If everything starts with sales people, it only makes sense to make sure that you are recruiting the best potential sales people

Tip 1: Recruit from want, not need. Make recruiting an everyday activity, don’t wait until you need it.

Tip 2: Have a strategy to recruit people all the time. To orchestrate a successful ongoing recruiting program you must first have a game-plan. Plan and…

CarChat24 receives a "Top Rated" Award for Dealer Satisfaction in Chat Products Category

PALM HARBOR, Fla. – Feb. 11, 2013 –…

Did you watch some of the Olympics or hear news reports from the games? The Olympics are always fascinating for two reasons: The performances are amazing, and the back stories for each and every Olympian are just as amazing, if not more so. My question for you is, are you an Olympian?

One definition of an Olympian, of course, is someone who competes in the games. Other parts of the definition can be:

• Majestic in manner

• Superior to mundane…

Pancakes must have a low heat in order to cook evenly. If the fire is too hot, the outside may look golden, but the inside is still raw.

Learning the art of selling takes time-create your sales career evenly by learning everything about your product-as well as your competitors’ and be interested in others in order to be interesting to them.

When…

Drive up to a dealership and you will most likely see a lot lizard. Their species is easy to spot. They tend to congregate in front of the dealership, smoking, joking, complaining and waiting to wait on someone. Notice I said waiting to wait on. These lizards are a curious species in how they tend to look for prey. The professional is a different breed. The professional tends to not wait on much or for long. The professional has goals, a work plan and is too busy taking action…

Two things keep people from being successful: laziness and the lack of leverage. The good news is that neither of these are incurable diseases, but they can be if left untreated. Let’s take a look at both and how to get rid of each one.

Leverage creates the tipping point that gets you moving and taking action. Leverage can come from wants, needs, fear, love, hate and other emotional triggers. All leverage points are good if you channel them correctly, even if they…

We've all seen them. The market is been flooded with it. "How to succeed with Social Media," Top 10 Facebook Tips and Tricks," "Best Practices on Twitter." Don't get me wrong, the information is very useful and appreciated, but there is one problem... it's all the same information over and over again.

In the spirit of something new, the exact opposite…

2013 is off to a busy start.  The automotive industry is coming off of the best year in five years and there is certainly a feeling of promise that 2013 may be an even better year for retail automotive than 2012.  Innovation, technology and connectivity continue to advance at lightning speed.  Consumers are online, on smart phones, on social networks, on review sites, on tablets and devices, sharing information with one another and trusting advertising less and less.  Businesses, including…

I just came back from NADA in Orlando, FL, which was a great show. However, with all the wonderful things I ran into at the show, I honestly think that one of the highlights was seeing U.S. Army Veteran and Automotive Sales Trainer Joe Verde make the winning bid of $26,000 on a 2011 Fat Boy Harley-Davidson motorcycle. You can view the video here: http://ow.ly/hIWub .The live auction event, sponsored by NADA and ADESA, was held to benefit…

How would you rate the skill sets of the sales staff at your dealership? Let’s review a few of those skill sets:

• Phone skills — taking inbound calls and making outbound calls

• Follow-up skills — Following up sold and unsold customers with an organized game plan utilizing multiple streams of follow-up methods

• Marketing — Utilizing a planned and sequenced marketing campaign utilizing multiple media methods for low- to no…

On November 19, 2005, a day after having surgery, I was diagnosed with squamous cell carcinoma cancer. I would compare receiving the news to going to the dentist and being numbed. However, this numbed my whole body. For 20 minutes I rushed through all kinds of thoughts and emotions – shock, anger, “why me?” questions, sadness.

After the 20 minutes, I made a big decision. I decided to live. I decided that all of the emotions and thoughts I was experiencing were not supporting…

For as long as I can remember, traditional sales training has focused highly on certain sales skills such as cold calling, presentation-demonstration, objection handling and closing. This model is outdated and out of touch. The traditional model that is taught to salespeople has an adversarial and combative tone that goes against the grain of basic human communication.

Selling is not something you do to someone. By my definition, selling is assisting people in finding…

You may find this article a bit odd, knowing that it was written by a sales trainer, but I believe that traditional selling is dead on arrival. The days of hiring and building a well-trained sales staff that executes all facets of the sale, follow up, prospecting, marketing, telephone skills and building a database of repeat buyers has, for the most part, been dead for a while.

Some of you reading this may be shocked or even angry at such a statement, and declare that it is…

The day after the Super Bowl it seems like everyone will be reviewing the commercials and deciding which one was best. The sports channels will review every detail from the game and the players who made the big plays. The news will focus on the weird black out at the Super Dome. However, the best lesson to be learned from the Super Bowl is in the story behind the story of Joe Flacco.

There will be a lot of emphasis put on Joe Flacco’s performance in the Super Bowl but let’s…

Various forms of marketing can generate leads for you. But, leads are not the only ingredient of the secret sauce you need: You need someone to convert those leads into sales. You need a sales rock star!

So, what traits and qualities should your rock star have?

You could probably list the qualities you want in your sales rock star—that rainmaker who keeps the lights on and the…

I watched a fun video on dealerelite this morning that had a fantastic message about ignoring when another salesperson says 'that guy's been here before' and having the confidence to go and serve that customer and sell them a vehicle in spite of the other salesperson's shortcomings. SO TRUE. 

Something about the video, and many other videos, bothered the hell out of me so I thought, what the heck, let's talk about it!…

If you work at an automobile delaership in parts of Pa, NJ or DE you might have encountered me in the last 4 months, entering your dealerships with complimentary copies of a book in hand, The Secrets of Inspirational Selling.

Please allow me to introduce myself, I am Lois Burak and new to the automobile industry. I know this sounds a little like an introduction one makes in front of a self-help group, but ironically in this very lucrative industry helping your self is…

Contrary: opposed, opposite in nature, altogether different.

Several Indian tribes had warrior societies called Contraries or Contrary Warriors. The contraries were different in nature as well as actions, and were thought to be wise men. While being in the automobile business my whole adult life, I have observed and been a student of some of the more successful dealers in the business and have found that a lot of those dealers take a contrarian approach to their…

There are seven steps to make immediate change. These steps can be used to quickly increase sales by a more significant amount than you have ever experienced.

Step 1: Change the Environment

The military uses boot camp. Baseball has spring training. Football has training camp. The easiest way to bring about rapid change is to change environment. When you change environment, you change behavior. People tend to hold onto limiting beliefs and behaviors as long as they stay…