Mark Tewart's Blog (107)

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

One More Thing: Follow Up To How To Be A 20 Plus A Month Car Salesperson

              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 generation equals dollar creation. Top performers look to create more leads from more sources and to have higher productivity from each source.

 

               First of all, I would invite you to create a marketing web. Take a piece of paper and put a dot in the middle.…

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Added by Mark Tewart on September 12, 2013 at 2:30pm — 14 Comments

Are You Preparing For A Weaker Market?

     Many people in the auto industry have been talking about evidence of a softening market. Lately, I have seen fear in the eyes of several salespeople, managers, and dealers. Good times and overabundance tends to spoil all of us and leads us to bad habits and a reduced sense of urgency that kills our business when things get tougher. What are you doing at your dealership right now to cushion for an economic downturn?

     The time to prepare for bad times is not when they hit, but…

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Added by Mark Tewart on September 10, 2013 at 2:30pm — 8 Comments

Just Let Go

            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 conditioning and the first several cars I owned ran on leaded gasoline. As I look back its fun to remember those things but I certainly don’t spend any time or effort trying to relive those times with those circumstances. Times have changed and so have I. For you to change, you must first let…

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Added by Mark Tewart on September 6, 2013 at 1:30pm — 6 Comments

Automotive Sales Management - Systems or Shackles

Most of all successful dealerships have a system or selling process that works for them. The system or process can vary according to the type of vehicles being sold, the demographics of the local marketplace and experience and personalities of the sales force. However, some of the more unsuccessful dealerships have strayed from their reason for having a system. Egos, over-control, lack of delegation and the dummying-down process of salespeople have given the retail auto industry a black…

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Added by Mark Tewart on September 4, 2013 at 1:21pm — No Comments

Who Is In Charge?

A recent study that was conducted by interviewing employees from several industries found that only 15% of those employees felt empowered by their boss to make a necessary decision. To maximize performance, all businesses need clearly defined expectations, processes and job descriptions that include allowable limits to decision making.

In the traditional, heavy, control-oriented selling and managing philosophy that the automotive industry has been used to, employees tend to be used as…

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Added by Mark Tewart on August 30, 2013 at 2:30pm — No Comments

Interview about Recruiting and Hiring

Mark Tewart was interviewed on CBT News about recruiting and hiring. To see the interview go to www.cbtnews.com

Thanks and Good Selling,

Added by Mark Tewart on August 30, 2013 at 9:32am — No Comments

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