UN's

If your career has been thwarted quicker than Paris Hilton’s acting ambitions, consider the words that you are speaking. We’ve allowed the un’s to stunt our growth; we’ve mistakenly allowed words such as until, unbelievable, unfair, unfit, and unable to become barriers to reaching our potential. When the prefix un is attached to the proceeding word, it negates…

Here's a question: Which four U.S. market brands are tied for the longest consecutive streak of monthly year-over-year sales increases? The streak now stands at 20 months.

 It's a great question and the answer is probably not the brands you think. I wish I was clever enough to have asked the question, but I'm not. Eric Mayne, senior news operations editor at WardsAuto.com posed the question today in his blog,…

It’s odd how, in the fortnight that passes between these lite essays, the theme for the next one always appears out of recent dealer visits.  For example, if I write about lead response times it’s because, unexplainably, LRT became an issue multiple times in my visits during the two weeks prior. 

The issue that revealed itself this time is Over-Thinking The Lead.  I had some poor mystery shops, and from stores that should know better and do better.  When we looked for a…

No, No it doesn't.

I was going to start a poll and say "Does your sales technique need some work?" just to see where everyone thought their skills were. But, I wanted to hop right into the part where I do a lot of typing. Predictable, right?

Anyway, my post title may be a bit of a stretch. But, if you use one sales technique over and over again, it's not going to work every single time. No matter what your individual approach is, "Relating to the customer",…

18+ is an attitude

18+ is a result of choices you make

18+ you are making great choices

18+ you are making great decisions

18+ breaking barriers, not being afraid

18+ is a result of strong time, effort, and hard work

18+ consistently will change your financial future

18+ will give you financial freedom

18+ is a way of life, worth living

18+ having a game plan everyday

18+ is very helpful to my teammates

18+ is…

When business is just excellent, do we give big incentives to employees, have big parties, talk how great everything is going? Do we spend plenty of money on advertising, training, upgrades to our businesses? 

Do we have the attitude, "We can conquer the world"?  We know we will do just awesome, by trying, paying attention to detail, pumping up our staff, going strong,  all day long. We will make it happen!!!  The throttle is wide open, nothing will be acceptable outside of…

General Motors opened up orders for the Chevrolet Volt to all 50 states today, lowering the base price for the 2012 model by about $1,000 and adding more option packages.

Why is GM doing this?

Will the Volt be a Champ or a Chump? Why?

Posted by: Mark Hergert in Used Car Loans, Sub Prime Leads, …

The US Department of Labor (DOL) recentlely released a new smart phone applicant that provides workers the ability to track their hours and calculate OT.  This is just another sign of an increased focus on wage and hour matters.  On May 9, 2011, the DOL announced the launch of its first application for the iPhone smartphones, described as “a timesheet to help employees independently track the hours they work and determine the wages they are owed.”  Available in English and Spanish, workers…

When I'm speaking at a convention or large sales seminar, a common question I get asked is, "What will this book cost me?"  There is a two part answer to this question.  If you believe in what I've said and want to buy it, the cost is a few dollars.  But, if you don't, not having the information will cost you a fortune.  Now, I want to give something back.  A Free…

Karl is one of our veteran salespeople. He has a customer that has two trades. He comes to me, lays down the ground work for his deal. Here is what I have, 08 Altima

coupe with 49865 miles on it, BIG dent on the driver’s door, cracked

windshield, broken lens in the rear light on the driver’s side, needs four

tires, other than that a nice car. The second vehicle is not here,…

Do you look at the Blacktop as your personal playground or do you call it called the yard. Did you ace the interview and get the job or did you catch a case-a mandatory sentence with no other options? Do you take care of your customers by under promising and over delivering or do you get put in lockdown-hidden away from population, for…

Google has now launched its latest venture, Google Offers, its entrance into the world of online deals. Sites like Groupon and LivingSocial have seen incredible success with offers that people buy into and then invite their friends via social media, and Google is now providing some competition. Dealers seeking fresh automotive marketing ideascan look to a tool like this to market service…

The struggle for a competitive edge requires skill enhancement.  The techniques of yesterday are no longer acceptable tools.  Knowledge of products, technology and problem solving all take on new meaning while working with today’s customer.

Customers no longer accept mediocre presentations, canned closing questions and product demonstrations that lack…

I am calling you to get the customer to commit, or guide me with this deal. My customer has bought 3 SUVs’ here, but will not commit. He is not satisfied with this last vehicle. He explained to me it cost him 5500, in repairs from the 80,000 mile to the present which is 130,000 miles. I know he is going to buy a seven passenger vehicle. He loved our seven passenger, but says he has reservations, about the product. He also has been an owner of our product for 19 years. He explained to me, the…

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