My friend David Lewis wrote a blog suggesting the 'Trial Close' is an outdated concept and that it bothers the customer and you should stop using trial closes immediately.  But really? 

One of my favorite trial closes, "do you guys have any other reservations or reasons for not moving forward?"  Is this one question going blow a deal?  Can any one thing or question cause someone not to buy from you?   Or is David really trying to avoid the possibility of rejection unwilling to deal…

Every day automotive manufacturers announce new technology they plan to introduce into their vehicles. Tuesday, Volvo announced that their XC90 will not only tell the driver when it’s time to visit the garage, but also suggest an appointment at their Volvo dealership. Service…

Not to muddy the water but think about this for a minute. We all work in a industry and spend a lot of money for Training. Let's think about that. You are getting training but are you mastering anything. My feelings are very strong that we share information, many times great information. But we really don't master anything.  If you follow me you will know I look at any meet and greet and am amazed that our 20 year sales peopel/managers at times have not mastered the 15 seconds that it takes…

Help grads get rid of their car.



According to the National Retail Federation, Americans are on track to spend over $4.7 billion in cash, gift cards, clothing and electronics for graduates this year. They're also facing a still-tough job market. Today’s crop of new B.A.s are staring at roughly 8.5 percent unemployment and 16.8 percent underemployment, according to the…

The 2015 Ford Super Duty Lineup Improvements!

Ford has done a great job with the latest redesign of the Ford Super Duty lineup, from their powerful 6.7L Turbo V8 to their best-in-class horsepower (440hp) and torque (860tq) while still having the best-in-class fuel…

Recruiting Talent The RIGHT Way For Your Dealership 

(by Kevin Bradberry (President/CEO) TK Worldwide)



Two of the hottest topics in the auto industry this year are online reputation and recruiting. Hiring the wrong recruiting company can ruin your dealership’s reputation and cost you BIG!



There are several different ways to go about recruiting talent for your dealership, but the most effective way, aside from strong grass- roots efforts, is to…

[Click her to read part three in this series.]

Over the past few years numerous new marketing companies have emerged as a solution for dealers’ digital and print marketing needs. Some of these new entities specialize in…

What stops you from believing?

Not in magic, in yourself!

Have a…

Stop the Trial Closes

By David Lewis

In 2013, we saw the greatest increase in retail auto sales in the last six years.  Industry researchers expect this year to follow in the same trend predicting even better sales ahead.  With that in mind, now would be a good time to discard some of the old practices that have…

This article was written by Mark Shackelford and was originally published on the Up to Speed blog.

Do you find yourself constantly concerned about retaining your employees and trying to hire the right people to take care of your customers?

There has been an awful lot of discussion about this topic and how to become better at your hiring…

Rory Vaden has a great weekly podcast called "The Servent Selling Podcast," that you should check out. Toward the end of his May 21rst podcast (go to minute 36:25 mark), he offers the "7 Truths About Closing the Sale."

I took some notes and shared with my sales team and thought you may find useful to share with your team. It's only 10 minutes long and made for…

No matter if your the boss or the employee, you need the right people around you. I find it funny at times that an employer keeps people under their staff that they are frustrated every time they see then. Or the…

Starting on 6/15/14, RepoVehiclesForSale.com (RVFS) will be offering a 30 day float on select bank owned vehicle repos. Some of our lenders will be allowing licensed dealers a 30 day float on accepted wholesale offers. Auto Dealers will have thirty days after the delivery date to pay the owning lender for the vehicle.…

Is your business constantly posting video content on YouTube, thinking that thousands of people will see your videos and provide your business with brand awareness? Well, if you are not posting your video content, you should be, but you cannot expect that just because your video is on YouTube, that your target audience will actually find it, let alone view it.

YouTube has billions of videos already uploaded, with millions more added every day. It is a free platform with very…

Here is this week's Use Car Market Report with the latest data from Black Book. Last week was a semi-short week as we all had the chance to remember and honor those who have served in the military. No matter where a holiday falls there is some effect on the rhythm of the auctions and buying and selling needs of the wholesale markets.

Overall the changes to the values were more stable with no extremes in the level of change. Even though there were comments within the Black Book survey…

Every single day salespeople come to work. They come with a purpose or an…

The key to achieving good ROI with social media and social marketing lies in the business understanding of how to correctly use CRM as a process and not just software. The secret is in their understanding of the R in CRM as a process for establishing meaningful relationships. The challenge however, is that as businesses seek out technical solutions as a means of automating…

What Were You Thinking?

       It has often been said that the questions are the answers when it comes to selling anything.  The better you become at asking questions, the more success you’ll enjoy.  The key is asking the right questions.  But, you can’t teach every question for every situation.  Otherwise your sales people will never leave the training room.

     There is one question that I believe fits any situation and it provides…

"Never Fear Competition,"

"fear complacency."

You don't have to be in a bad spot in…