I love to eat and I don't miss very many meals, but just because I can halfway cook, doesn’t make me a world-class chef.

Similarly, just because someone has…

With the exception of your home security system, success is not predicated on a “set it and forget it” mentality. 

Pilots don’t just set a Boeing 767 in the air and then go have a drink with the passengers until it’s time to land, nor do coaches design a game plan for tonight’s game and head…

I do not think I can stomach reading another article or blog post of how untrustworthy the automobile business is.  Plastered on the internet and “consumer interest” magazines boast information of the  “inside secrets” of dealerships or “how to negotiate your best deal.”  What consumers do not realize is we read those articles too and I actually get quite a laugh. …

Like it or not, sowing and reaping is a real principle we all live by. Everybody on earth, every profession is under the law of sowing and reaping. The law of sowing a reaping can be either good or bad. For example, take the high school student who maintains a high GPA- staying up late at night in order to complete assignments and prepare for tests; that…

It seems hard to fathom that a person can drown in just over an inch of water. Once the lungs are blocked and the brain is starved of oxygen, cerebral hypoxia kicks in making a person delirious eventually succumbing to death-a great tragedy can occur from something as small as the length of your fingernail. Similarly, salespeople are drowning in a puddle of…

Ben Comen was always welcome to be a member of any sport-as long as he accepted the position of ball boy or water boy- that is until Coach Chuck Parker welcomed him with open arms to be a member of Hanna High School’s cross-country team. Ben wasn’t the most talented nor the fastest runner- as a matter of fact, he comes in dead last in nearly every race. What…

http://traffic.libsyn.com/sellingsuccess/AutoSuccess_228_-_Marsh_Buice.mp3 (19 minutes long)

In this week's podcast, we discuss how you can set yourself up for success on the sales floor. Sadly, selling has become a lost art-form. Many sales people approach their…

If you were afforded the opportunity to work at a dealership under the guise that you must first invest 25, 50, or even $100,000 would you pony up? If you did elect to invest such a large sum of money, would you even be the least bit curious as to what kind of return you would earn on your investment? Once you’ve finished your latest Sportscenter analysis of…

Minute details can make major differences when it comes to having a successful sales career. It’s not the mountains that break your sales career; it’s the molehills- the tiny fundamentals you have let slide throughout your career. One such technique is the write-up; every dealership has an 8-10 step Road to the Sale program that literally walks a salesperson…

It takes one tree with a purpose to begin a forest; with purpose, one tiny seed, mixed with the right conditions, can spring forth a magnificent tree. As a tree stretches upwards, it also stretches outward with its mighty branches dropping seeds of opportunity onto the fertile ground below. It takes time, along with the correct mixture of seed, soil, and sunshine to…

Fearful of the Boogie Man, my 4 year old daughter asked me to escort her into the garage so she could get a soda. As we approached the door leading into the garage, I opened the door and stopped. Sensing I was still with her, she opted not to turn on the garage light and waded into the darkness in search of the refrigerator. Once she realized I was not with her, she…

Ok, so you finished with one of the worst months you’ve ever had-now what. You have two options in this situation; you can hold court on the black top and cry a river to a bunch of guys who don’t really care or you can plan for a better month. Speed is everything to your sales career and you must have two mindsets when navigating through your month: That of a…

It's been said that nothing in life is guaranteed, yet one thing is certain in sales: There will always be objections. In the sales profession, objections are a necessary evil. After all, if there were no objections there wouldn’t be a need for salespeople; thankfully the products do not sell themselves and need advocates like you and me, to favorably demonstrate the…

The word Jade is a heteronym (a word with the same spelling, yet different meanings) that is used in one form or another in the arena of sales. When used as a noun, Jade is a beautiful, expensive gemstone. As a verb, Jade is worn out broken down worthless and dull. If the word Jade was used to describe your qualities as a sales professional, would you be described as…

There are two types of people in this world; those who tend to over think or those who tend to under think. Many people mistakenly apologize for over thinking situations. The act of over thinking is not bad, but when you over think could be-particularly in sales. Over thinking should be done in the preparation and practice stages of your sales career not…

One morning I was shaken from my deep sleep by the deep growling of the trash truck’s engine followed by the skidding sounds of my neighbor’s trash can coming to a screeching halt in their driveway. Realizing I did not push my overflowing trash can to the road; I valiantly sprung out of bed and barreled out of the door hoping it was not too late. I stood…

Man you’ve got a big ole’, good lookin’, juicy But!  To get a But like that, it must’ve taken many years of hard work to get that kind of But.  You’ve made excuses, exceptions, reservations, and countless other adjectives of limitations in an effort to border why you can’t do something. In short, you’ve allowed your But’s to render your…

“What’s done in the darkness will always come to light.” Many fallen political figures, celebrities, and athletes have had this adage stamped on their careers…as well as yours. It’s what you are doing in the darkness that is hindering your sales career. The difference between meeting your draw and exceeding your wildest expectations is what you are doing in the…

What’s rational about buying? NOTHING. In sales, we work in a world full of irrational behavior. Think about some of the "rational, logical" reasons why customers decide to trade in their vehicle.  Maybe they trade because of the newest, popular color; or, while waiting for an oil change, a shopper falls in love with the looks of that chromed out Jeep with the…

Scrambled eggs can’t be undone. Neither can your past. The only guarantee in your life is the present. Often we focus on the tiny rearview mirror affectionately known as our past, instead of being fixated on the large windshield of our future. You can’t be bitter and sweet, you can’t be hot and cold, neither can you move backward and expect to advance forward in your life. Sometimes we become stuck because we like it. Not because it is enjoyable, but because it is…