Do you realize you say more nonverbally than you do verbally? In sales, we think we have to learn 9000 different word tracts in order to overcome every possible objection, but the truth is you may be losing the potential to make a sale based on 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…

Attitude, albeit good or bad is infectious; as a salesperson ask yourself, are you infecting your clients? Are you sneezing optimism on every opportunity or are you coughing doubt and pessimism spoiling your attempts in making a sale? The ABC’s of selling has traditionally stood for Always Be Closing. The acronym’s purpose is to remind sales…

Is yelp business friendly or are they doing what would be called legal "BlackMail"?  I had five of my personal customers go on yelp to give a review, good or bad, I just wanted their input and post.  Yes, I asked them because the service was awesome, but real people, with real ratings sent to archive, Why?????

MANAGING VS. SUPERVISING (“FARMERS” VS. “RANCHERS”)

Management=Participation vs. Supervisor=Observation…

My son Frank Luna sells 7 New Kia's Saturday!!!! That tied my record in one day!
Way to ride that title wave through the sharks Son!

Statistics reveal the average golfer has a 1 in 12,000 chance of hitting a h*** in one; the statistics can’t be much better for a salesperson looking for a lay down. You know the customer who comes in with the Sealy Mattress strapped to their back looking for an anything goes kind of deal. If you are hoping to win a brand new Chevy Silverado, take a gamble and…

Whether you're on the road like I am, or working in a showroom, you have to produce.  At the end of the month, the results fall squarely on your shoulders.  But, if you believe that you have to do it all in order to reach those goals, you'll never get there.  Clawing your way to the top is never very effective.  But, being carried to the top is not only a better way to travel, it's a faster means to an…

Now the first thing we need to remember is that certain people gravitate to certain lines of work and for that matter, certain groups. Being a sales person doesn't make you a certain way, being a certain way makes you gravitate toward that line of work. Now if we agree on the sociology of the group, we see why this maybe more of challenge than you think.

The outgoing, friendly person who enjoys making friends traditionally moves toward a sales type of work.

The technical type…

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…

Do you look at the Blacktop as your personal playground or do you call it called the yard. Did you ace the interview and get the job or did you catch a case-a mandatory sentence with no other options? Do you take care of your customers by under promising and over delivering or do you get put in lockdown-hidden away from population, for…

Hey dE! I don't get to blog much since I'm always working on making dE the best website ever, but since I'm working my 3rd 8:30-9er, I figured I can spare a few minutes.

I was sitting here doing my work as usual when hunger struck. Was thinking a Snickers bar would do the trick. So I got up to walk to the vending machine. Mind you, I love Snickers! So I got out my dollar bill and saw…

To be convicted is to be found guilty and given a sentence of a specified time, with the chance of rehabilitation. When convicted, there is still hope; it means all is not forgotten; there is still another chance. This is not the case when something is condemned; being condemned means to be found incurable, lost, with no chance of being restored. When a home is…

Nat Geo just agreed to release a show they titled Turn Around King.  A group discovered me on You Tube where as most of you know I have over 300 videos. Shows you the power of using social media correctly or as some of you would suggest incorrectly.

I hope this show inspires each of you as to what is possible.  The skills you are learning in the auto business will, can and should take you many places.  I can tell you first hand, selling a car, selling a home in a…

It’s good to be nice. Nice works, especially with women.

Of course whatever you do to meet the needs of women, will delight your male customers! That’s actually a fact based on a Wharton School study in partnership with WomenCertified. So in short aim for what makes her happy and you will win with everyone.

Sometimes we have to remember that we are customers too and treat them the way we would want to be treated. Kind of hard sometimes when we become robots in how we sell and…

Over the past few weeks I’ve been on the road pretty much non-stop.  A few of the first time dealers I’ve recently trained are: Panama City Toyota, Stokes Mazda, Kia Country, Courtesy Chevrolet and Superior Chevrolet.  One of the great things that has come out of our “Personality Selling Seminar” at the dealerships is they…

We are on the road for a couple of weeks training a variety of dealerships. I gotta say our Personality Selling System is such a great hit with both the sales persons and the managers. They tell us it’s not only a unique approach to sales but when we follow-up our training has always expanded the sales of the dealership.

Our on-line and social media production department is currently working on an on-line customized P.S.S. training program with audio, video and mobile…

Landmark Training Blog Sight

“Our industry needs more nurturers and fewer managers.” 

What does that statement mean to you?

The trend in our industry is to hire people based on tenure and experience rather than talent and skills.  How many sales people and…