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Mark Tewart's Blog (113)

Discover Little Gems About Accessing the State of Your Dealership

Click the link below to here Mark Tewart's latest podcast with AutoSuccess.

http://traffic.libsyn.com/sellingsuccess/AutoSuccess_416_-_Mark_Tewart.mp3

Added by Mark Tewart on October 30, 2015 at 11:48am — No Comments

Do The Top Sales People Need To Train?

Check out Mark Tewart's latest interview with CBT News on handling top dogs who say they don't need sales training.

http://cbtnews.com/mark-tewart-on-handling-top-dogs-who-say-they-dont-need-sales-training/

Added by Mark Tewart on September 3, 2015 at 11:11am — No Comments

You Can't Miss This!

Title: Pricing - How to price your inventory and how to handle price objections

 

Description: Hear from a dealer Danny Benites and a trainer Mark Tewart. You will learn how to price your cars and how you can justify this pricing  and over come the all too common price objection.

 

Date and Time: Fri, Aug 28th, 2015 at 2:00 pm EDT

 

Please register for the above meeting by visiting this link:…

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Added by Mark Tewart on August 28, 2015 at 9:00am — No Comments

You Can't Miss This!

Title: Pricing - How to price your inventory and how to handle price objections

 

Description: Hear from a dealer Danny Benites and a trainer Mark Tewart. You will learn how to price your cars and how you can justify this pricing  and over come the all too common price objection.

 

Date and Time: Fri, Aug 28th, 2015 at 2:00 pm EDT

 

Please register for the above meeting by visiting this link:…

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Added by Mark Tewart on August 27, 2015 at 9:17am — No Comments

Find the Secrets of Resilience

Click here to hear Mark Tewart's latest AutoSuccess Podcast discussing the role of resilience in success in both sales and life.

Added by Mark Tewart on July 17, 2015 at 1:28pm — No Comments

The Conundrum of Johnny Manziel and Tim Tebow

Whether you are a football fan or not, unless you have been living in a cave you have probably heard a lot about Johnny Manziel and Tim Tebow.  What Tebow and Manziel have in common is that both are former Heisman Trophy winning college quarterbacks.  What they both also have in common is that they are both very much hated and reviled by so many.

From the outside looking in, they are polar opposites in many ways. Tebow is publicly very religious and Manziel is not. Tebow is…

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Added by Mark Tewart on May 7, 2014 at 12:25pm — 2 Comments

Mark Tewart's Interview with Auto Dealer Live

In case you missed the live broadcast yesterday you can check out the show with @marktewart on U-Stream bit.ly/19lRwWd

Added by Mark Tewart on December 6, 2013 at 12:41pm — No Comments

The Marketing and Sales Genius of Howard Stern: Business Lessons from a Shock Jock

No, I am not crazy and yes I am talking about the well known shock jock known for his outrageous radio show. Howard Stern is a genius for many reasons and they all apply to how you can succeed as a salesperson, manager and entrepreneur.

 

Let’s examine several of the reasons and the lessons that can be learned. First of all, lesson number one in business is to never be boring. Although, you may not agree with Howard Stern’s humor or persona, he certainly isn’t boring and that…

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Added by Mark Tewart on December 5, 2013 at 9:10am — No Comments

Mr Dealer: How To Sell More Vehicles For More Money Right Now

Any dealership can sell more vehicles for more money right now. It’s a fact, not an opinion. The only thing keeping you from doing so is you. It’s your dealership and it’s your choice. You choose to win and you choose to lose, but make no mistake about it; it’s always up to you.

 

Step 1: Decide — The root of the word “decide” means “to cut off.” You must cut off any possibility of anything else. You must decide that you can and will sell more for…

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Added by Mark Tewart on November 5, 2013 at 9:00am — No Comments

The Road to a Sale is Broken - Revisited

Many years ago, I wrote an article titled “The Road To A Sale Is Broken.” Well, it’s not only still broken, it’s fractured beyond recognition.

 

Attention dealers: Take the time this week to review and rethink from scratch every step in your routing procedures. Review these steps from beginning to end, and review all team members involved both on the front line and behind the scenes. Review all the technologies you have and determine what is the most effective use and…

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Added by Mark Tewart on October 31, 2013 at 9:00am — No Comments

The Power of Now

The intention of goal setting is to look toward the future and think of and plan for what you desire. Goals provide hope. My definition of hope is “Having Optimistic Predictions & Emotions.” However, goals can create your biggest stumbling block to getting what you desire.

 

Ralph Waldo Emerson said, “The only thing that will grow is that which you give energy to.” To focus your mind on what you desire is great. Concentrate on the why? “When the why gets strong…

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Added by Mark Tewart on October 29, 2013 at 9:00am — No Comments

The Most Important Customer

Before you think I am nuts, let me explain. The factory gives customer service surveys and dealerships give customer surveys. Everyone seems to talk about Customer Satisfaction Indexes. Measuring your success and failure is obviously important. However, is customer service really about numbers? In customer service, the most important customers are the one’s who hate you the most and the one’s who do business with you the most.

 

People like to have nice things said about them.…

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Added by Mark Tewart on October 24, 2013 at 9:00am — No Comments

What Business Are You In?

What business are you in? “The car business” would probably be your normal answer. I would invite you look deeper into that question. Rarely, is your first answer to that question your most accurate answer. The majority of businesses fail, or fail to reach their potential, because the owner and managers haven’t figured out the most important and most basic question: “What business are we in?”

 

Saying you are in the car business seems logical. However, that answer does not stir…

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Added by Mark Tewart on October 22, 2013 at 9:00am — No Comments

Billy Mays vs. Michael Jackson

Michael Jackson and Billy Mays passed away in the same week. The passing of Billy Mays made the news but Michael Jackson dominated it. The underlying message sent from the media is that entertaining is good and somehow noble, but selling and marketing is bad. My question for you is the following: Do you allow this flawed thinking to keep you from being successful in your sales and marketing?

 

The news coverage of Michael Jackson life was largely reverential and fit for king,…

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Added by Mark Tewart on October 16, 2013 at 2:05pm — 2 Comments

Let Your Fantasy Be Your Reality

What would you do in your sales career if you did not have limitations? Everyone has self-imposed limitations. These limitations can stem from several strong forces – environment, childhood experiences, workplace profiling, etc. Never allow anyone to pigeonhole you into who you supposedly are or who you are not.

 

People in your work environment continually judge you as to what your strengths and weaknesses are, and what you can or cannot do. You must realize that all of these…

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Added by Mark Tewart on October 9, 2013 at 8:47am — No Comments

Automotive Sales Training - Habits of a Successful Salesperson

If you were to follow around the most successful salesperson you know for a week and then follow a failing salesperson for the same amount of time, the differences would be glaring. It boils down to successful habits. What you do habitually in small incremental actions adds up to huge differences in results by the end of just one week.

 

Recently, I was visiting a dealership where some of the salespeople had attended a sales seminar I had conducted. One of the attendees of my…

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Added by Mark Tewart on October 2, 2013 at 1:03pm — No Comments

How To Get Your Customers To Say "Yes"

Robert Cialdini is a social scientist who wrote the book Influence: The Psychology of Persuasion. In the book, Cialdini describes six different influences that get people to say “yes.” In this article, I would like to review those six influences and how that relates to selling vehicles, and add one more form of influence that will assist you in getting your customer to say “yes!”

 

Reciprocation — Human nature creates an urge to pay back debts. These debts can be in the…

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Added by Mark Tewart on September 27, 2013 at 9:46am — No Comments

Stop Working and Start Thinking

 “Work harder.”

“Work more hours.”

“Put your nose to the grindstone.”

“You have to pay your dues.”

“Climb the ladder of success.”

 

Do all of these sayings sound familiar? These common phrases often espouse ideas that become anchored as limiting beliefs in your brain. Here’s the shocking news; these phrases often put into motion a cycle of struggle and failure. These common teachings may have kept you from having the kind of success you desire. The…

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Added by Mark Tewart on September 23, 2013 at 1:00pm — 4 Comments

Automotive Sales - From No to Yes

Don’t you hate to hear your customer say no? You spend a lot of time and energy with a customer and when you get to the final stage of the sales process, the customer says the dreaded no word. You were all excited and hoping for a sale and then poof, the air goes out of your sail. The good news is that you can change from getting no answers to yes answers.

 

First, you must recognize that getting a no answer isn’t accidental or bad luck. When a customer gives you a no answer it…

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Added by Mark Tewart on September 17, 2013 at 2:38pm — No Comments

Blog Posts

A Recession is Coming

Posted by Jeff Cowan on August 23, 2016 at 3:14pm 0 Comments

A recession is coming, learn how…

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Jumpstart Automotive Group Unveils New Logo, New Name

Posted by John Sternal on August 23, 2016 at 1:58pm 0 Comments

Jumpstart Automotive Group, a leading media, insights, and marketing solutions company, today officially unveiled a new logo and announced it is changing its name back to Jumpstart Automotive Media. The name change reflects the…

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Broad Declines in Car Segments

Posted by Black Book on August 23, 2016 at 1:57pm 0 Comments

Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes. Click…

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Start Contacting Customers When They’ll Respond

Posted by Aubrey Hankins on August 23, 2016 at 1:02pm 0 Comments

Today’s socially connected consumers have changed the tide in the automotive industry, from top to bottom. However, the dealership must also change, in the way that…

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Promoted Video Pins, New Look for Facebook Pages, & More!

Posted by Joseph Little on August 23, 2016 at 12:54pm 0 Comments

This Week in Social Media

 

News for the Week of August 22…

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Is Your Phone Ringing?

Posted by Paul Potratz on August 23, 2016 at 11:29am 1 Comment

Is your phone ringing off the hook? Probably not.

In this week's Think Tank Tuesday, I reveal that with sending a simple ringless voicemail drop, you can start the conversation with potential…

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