I get the privilege of hearing sales people every day when they're talking to customers. Whether it's folks in a dealership, or folks at a restaurant during lunch; EVERYONE IS SELLING SOMETHING!

The problem is, most people just flat suck at selling. Don't get me wrong, there are some really fantastic sales professionals out there but just because your title says "Sales _______" it doesn't mean that you know how to sell.

Many salespeople confuse 'telling' with…

According to a new survey by Career Builder, 51% of employers have hired an applicant with a criminal history. Since more than 92 million individuals have a criminal history on file in state databases, according to the Justice Department?s Bureau of Justice Statistics, employers will have applicants that have a criminal past. The key for employers is to run a background check so that they know about any criminal past activities and can make an informed hiring decision. Having a past…

Not riding along on the demo is without a doubt the most damaging part of the sales process. If you read my article titled “Trade In, The Secret to the Sale” and you are following those guidelines I give you props!! If you have not read it I would suggest that you read it and make it a part of your process for it tends to help with…

As I write this article, I am in literally sitting at an Internet Sales 20 Group where my colleagues and I are sharing best practices with over 50 dealers.  It seems that auto dealers are concerned more about their online reputation now than ever before.  While it is great to see dealers place a focus on it there still needs to be a structure in place that will create a strong reputation for the dealership.  Once a structure is in place, managing an online reputation is actually a very…

Most of the articles I write are directed toward dealership senior managers or toward managers within specific departments. My content today is directed at all dealership department managers…or, rather, to those department managers who have a major sales responsibility. And guess what? Once again I’m going to talk about what’s not happening that should be happening in your department.

I am surprised by how few dealership departments have developed…

If you put 50 salespeople in a room, we could go on for hours sharing stories of the worst customers we’ve ever encountered. These stories range from the cheapskate multi-millionaire, you know, the guy who owns half the town, yet blew out because he had to pay the Doc Fee, to the customer who brought his 3rd cousin-twice removed…

Social media is a visual experience. Sure, there are great links. There are insightful comments. There are cool videos. All of these are important, but for the most engagement, photos rule.

The video below is a short portion of our webinar titled, "…

The basic Law of Reciprocity states: To give and take mutually.

I have thought about this a lot over the last few months. We use this concept very effectively in conversion optimization by giving white papers, special…

Over the past 20 years we have asked less and less of our salespeople. They don't handle phone calls,they don't handle internet leads,they don't network or prospect for new business and in some cases they don't even deliver the cars they have sold.

I feel the main reason for this is that the high salesman's turnover have left us with, at best nice greeters. We all know the old adege "you get what you pay for". A quality person who wants to try automobile sales leaves because he…

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<p>JD Rucker Calls Out Ralph Paglia!! Its On Like Donkey Kong LOL! Internet Sales 20…

It's a question that is raised from time to time, particularly by sales managers and internet managers. Should employees, in particular the sales team, be allowed to connect with their customers through Facebook and other social media sites? It's not a question of whether or not they should encourage their customers to like the…

We all have giants or obstacles that try to keep us from succeeding in our profession every given day. Obstacles seem to try to always get in the way of our dreams and aspirations. In life we all have two choices; we can quit and live in mediocrity and deal with that, or we can rise up and claim the victory that we deserve because we choose to take action.

So…

Social media is about conversations. It's not a broadcasting platform like traditional advertising, search marketing, or other forms of internet marketing. Conversations on social media happen all over the place and are pertinent to your dealership's local area. YOU should be involved in as many of these…

Do we truly get that which we focus on the most? Is “The Secret” true or a bunch of hocus pocus? What meaning does any of this have in our personal and business lives?

From Wikipedia; The Secret describes the…

We've all seen the slogan: "safety is everybody's business." No argument there. A positive safety culture requires teamwork. But there's a funny thing about teams: if no one's in charge of the action items, everyone assumes that it's "someone else's business" to take care of them. And nothing actually gets done.

Every effective safety program has a safety coordinator. In some cases, the coordinator is a GM or high-level executive. If that approach works for your dealership, stick to…