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…

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…

In all of the training programs I attended as a salesperson, there was one question that was always brought up.  Can you guess what it is?  Here's a hint.  Every trainer who ever talked about it, called it the stupidest question you can ever ask.  Have an idea yet?  It's the age old - "Can I help you?"  How many of us had that pounded into our heads at every training session we ever attended?  And yet, the reason it's still talked about is that too many people are using it as a…

I want to talk about honesty among those of us in the profession.  Before you get all hot and bothered, I'm not referring to how you do your business.  We all know that the vast majority of auto people conduct their business with honesty and integrity.  Those who don't aren't going to change because I wrote an article calling them out.  This is about internal honesty.

As a sales trainer, my concern and goal is to leave every client,…

Modesty is over-rated. 

It's okay to stand in front of the mirror or your peers and proclaim that you're going for sales person of the month.  It's okay to claim to achieve the highest gross in the coming month.  Simply put, it's okay to choose the prize.  Actually, it's better than okay.  It's essential.

Choosing the prize means you understand what it takes to get there.  Deciding on excellence and the benefits that come with such an achievement causes one to understand the…

"I will persist until I succeed."

That was the first line in the Scroll Marked lll in Og Mandino's classic, "The Greatest Salesman In The World."  Having had the privilege of being able to spend time in his NH home, I can honestly say, I have witnessed persistence like no other.  Og Mandino spent his writing life with one goal - change lives!  Simply stated but difficult to accomplish.  is writing and speeches are a large part of what inspired me to write adn travel the world…

When I'm speaking at a convention or large sales seminar, a common question I get asked is, "What will this book cost me?"  There is a two part answer to this question.  If you believe in what I've said and want to buy it, the cost is a few dollars.  But, if you don't, not having the information will cost you a fortune.  Now, I want to give something back.  A Free…

As much as many of us like to talk about all we've learned in the car business, some of my best lessons have come from the strangest places and yet I have used them to help me succeed.  As a writer, I live life by paying attention and observing.  Then I see what lessons I can apply to my everyday life.  This was a big one.

When my son was 10, he was selected to the "Major" league division of his little league.  This was a big deal and I thought he'd be very excited.  He would…