For as long as I can remember, traditional sales training has focused highly on certain sales skills such as cold calling, presentation-demonstration, objection handling and closing. This model is outdated and out of touch. The traditional model that is taught to salespeople has an adversarial and combative tone that goes against the grain of basic human communication.

Selling is not something you do to someone. By my definition, selling is assisting people in finding…

Do not be afraid





As human beings we have a tremendous ability to deceive ourselves.  Jesus taught in parables so that those who thought they ‘knew it all’ wouldn't understand. Within the parable of…

You may find this article a bit odd, knowing that it was written by a sales trainer, but I believe that traditional selling is dead on arrival. The days of hiring and building a well-trained sales staff that executes all facets of the sale, follow up, prospecting, marketing, telephone skills and building a database of repeat buyers has, for the most part, been dead for a while.

Some of you reading this may be shocked or even angry at such a statement, and declare that it is…

A top 10 nationally-ranked auto dealer called me recently and asked me to do an assessment. I said no problem, I’ll send the list of schedules that I need from your controller and we can get started. The dealer responded no, not that assessment, the management assessment that we did two years ago. Based on the urgent tone in his voice, I asked, “Tell me what’s going on?” The dealer explained that in 2011, the store had a record year in volume, market share and net profit. Based on that year,…

Maybe it's just me, but it seemed like the Super Bowl ads were a little skimpy this year, and not as creative as years past. Less companies participated, and the ones who did seemed to have either put less thought into their commercials, or are possibly reading their audience incorrectly. I didn't feel particularly inspired to try a new product this year, as opposed to being pushed to think about products in a new light in Super Bowls of yore.

This makes me wonder: was this just an…

The day after the Super Bowl it seems like everyone will be reviewing the commercials and deciding which one was best. The sports channels will review every detail from the game and the players who made the big plays. The news will focus on the weird black out at the Super Dome. However, the best lesson to be learned from the Super Bowl is in the story behind the story of Joe Flacco.

There will be a lot of emphasis put on Joe Flacco’s performance in the Super Bowl but let’s…

Have you ever noticed when you only have 7 days left in the month, everything seems to matter? As the sands of the hourglass mark the passing of the remaining 168 hours, it is at that point that you miraculously can account for every one of your Ups, Demos, Write-ups, Sales, and Deliveries. First in, last to leave; fewer lunches; no more huddles-nothing…

Collaboration not confrontation

The day starts with an offer that’s hundreds below cost with a trade in that’s thousands away from its actual cash value.  The salesperson spent hours from the initial greeting to the vehicle selection process only to have their bubble busted by a ridiculous offer. Of course, the offer is substantiated by the dealer down the…

Mercedes, Lexus, Dodge, Chrysler and Jeep are Top Leaders with Women Buyers

Women-Drivers.com has released its 2012 report showing the top car brands as rated by women. Each year, Women‐Drivers.com tracks thousands of consumer reviews with regards to women’s purchasing and browsing experiences at new…

If you haven’t already done so, it’s that time to review your 2012 performance in detail. In what areas did you fall short of your goals and why? Where could you have generated greater gains and how? Don’t allow January to slip by without these facts in writing and a discussion of how you can best move forward in 2013.

A common F&I pay plan in the automotive industry is known as the grid. It compensates managers based on their per vehicle retail performance and products sold…

There seems to be a lot of confusion in our industry about when to sell preventative maintenance. I mean let's face it, the factories just don't recommend much anymore because a low maintenance vehicle is very attractive to buyers. While this is great for marketing and selling cars, it is creating a lot of confusion in Service Departments across the…

If you work at an automobile delaership in parts of Pa, NJ or DE you might have encountered me in the last 4 months, entering your dealerships with complimentary copies of a book in hand, The Secrets of Inspirational Selling.

Please allow me to introduce myself, I am Lois Burak and new to the automobile industry. I know this sounds a little like an introduction one makes in front of a self-help group, but ironically in this very lucrative industry helping your self is…