You have everything you need to be an impact player in this world. You are equipped with unique talents to reach your potential. When you discover your talents and and refine your skills,you become unstoppable. There are no extraordinary people out there, only…

Here's a question -- what's the craziest or most clever marketing scheme you've seen from a car dealer?

Some of the old giants in the industry -- Jim Moran, Cal Worthington, Earl Muntz andcountless others -- put together some wild and over the top marketing schemes. Moran probably was the first dealer to advertise on TV with a variety show and his sponsorship of a wrestling show in Chicago long before he created JM Enterprises, the largest Toyota distributorship in the…

How do you desk your deals? Maybe you don’t even desk deals. Either way, it is inevitable that you get to a point in the sale, where you have to talk about the deal and the make-up of the deal. If your process is set up where you send a salesperson back and forth, two and three times, ask yourself why?  Does it make you feel good after the third time, you come out from behind the desk, go in the deal, talk…

I love watching good, strong short motivational videos.  I just watched the Steve Job commencement address at Stanford, though it was 15 minutes long it's Steve Jobs...So I was entertained.  My personal favorite under ten minutes is Anthony Robbins telling the Sylvester Stallone Story.   I am curious who might have other great motivational stuff for me to listen to (Short and to the point to get my day going) and share with everyone here.  Thank you in advance for any thoughts and…

BDC, Internet Department, Web Sites.  Yes it seems that dealers are really jumping in on doing business in the 21st century.  Me too.  I am always looking for ways to spread the word, promote, solicit, and generate business using the power and the economy of the Internet.  In fact, just this morning, I sent out a small blast to 500 select dealers promoting a new service offering.  I was amazed and shocked at what I learned.

Our…

They don't make them like Red McCombs any more. Billy Joe (B.J. or Red, as he known) is a legend -- not just in automotive retail -- but in the history of American business.

When you have a few minutes, check out Brad Wernle's profile of MCombs in Automotive News. Wernle is one of the top reporters in automotive and does an awesome job of capturing…

Meat and Greed is good….at Outback and when playing a game of Monopoly,but has no place in a dealership. Are we doing a Meet and Greet or Meat and Greed when working with customers?  Ask yourself, how do you service your customer; based on commission or profession. Why are we patient and understanding with the customers who “paid…

I've been known to buy things that I don't need. 

I'm not a hoarder. You won't see me on A&E, at least not yet.  I prefer to call myself a "Supporter of a Good Salesman."

That being said, I'm a tough girl to sell. I have years and years of bad relationships and mommy/daddy issues that can attest to this. Also a monthly visit to a therapist who will state in a court of law, that I don't buy it…

Facebook is designed and centered on engagement. Social media professionals all have various ideas on how you should do it and what works. My quick take on this is: whatever works for you – do that.

What do I mean by that? Facebook provides analytics on a per post basis. Use those to determine what types of content are causing your fans to interact with you. If people like jokes, post jokes. If people like to answer fun questions, ask fun questions. It’s that simple. I think…

I can stand up now but only with a helping hand from my team - Chapter II "Diaries of an eCommerce Director"

So I got that squared away right from the get-go…my website looks good; First to Second grade content (I will explain it further down what means) is in place, but what do I do with all the leads generated via my website, website forms, 3^rd party leads and so on.

What is here the status quo on response, follow up and long-term usage of…

My experiences over the last few years has taught me that Success is not just by chance, but how well you manage your emotions, inner passions that fuels your drive and the quality of integrity with relationships you attain.

Relationships are the most important factor in life. The quality and reflection of your attitude is what people are either drawn to or pulling away from. 

Selling a car,…

Earlier this week, Google caused a stir when it launched Google+, the new social sharing service that’s currently available only to those lucky members who receive an invitation. Unlike other social sharing sites, Facebook being the first that comes to mind, the all-new Google+ begs its users to practice sharing decorum.

First Things First

Whether or not you have received an invitation to Google+ -- it’s the only way to use the service, and due to the high…

Marketers are experimenting with using the Social Networking sites for proactive marketing through building targeted niche networks and business development communities.  As a result, Social Networking has become as much a part of your corporate brand as your website.  Not sure Social Networking is right for your organization? …

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Is your dealership's Internet sales process focused largely on converting…

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In recent articles, in training, and in other discussions, I've commented that monkeys can close deals.  Now, when I say this in front of a live audience, I am looking for an expected reaction so that we can engage in a good program.  In all cases, it is not to insult those who are successful "closers."  But, the reality is, closing a deal is merely the result of proper planning and execution of the real key to selling - the process.

I would expect true closers to actually…