The Seven Culture Killers

There are certain behaviors that, if practiced by the leader or permitted to exist in the office by the leader, will absolutely kill office morale and make our business a miserable place to work. They are behaviors so destructive that, if allowed to take root, will run off the talented individuals you need on your team. These culture killers are:

• Big Ego and Arrogance — This is…

The Art of the Trade-in Walkaround – Setting Realistic Expectations with Customers.





Most customers looking to trade in a car bring to the dealership unrealistic expectations about the value of their trade-in.



Experts believe the Automotive Sales Consultant is the best person at the dealership to manage the customers’ expectations of the value of their trade. And, sales consultants can…

Are You Selling in the Zone?

Recently, I came across some old notes I took at a Half-A-Car training meeting about twelve years ago. The notes were centered around being focused and prepared to sell, a state of mind that some call being “in the zone.” There are some concepts that are timeless, and, even after more than a decade later, these stand the test of time.

Being in the zone is about more than just focus and experience, it is actually a different…