In many parts of the country, it's been a scorching hot summer, but as temperatures heated up, so did the auto industry. Fewer days of blanking-clocking 12 hours of labor and not a single car sold to show for your team’s efforts, banks are loosening their noose of credit requirements and releasing their stronghold of LTV restrictions, and more qualified…

Now that the Grand Old Party is officially nominating their choice, Governor Mitt Romney, for President of the United States and current President Barak Obama is defending his record of leading the United States the last three years; we are faced with a decision to choose who best fit to lead our country. 

America has a vast history of leaders who have embarked on the challenge which affects many lives from small businesses with less than five employees, large corporations with tens…

Studies indicate that a child will hear the word NO anywhere between 140,000 to 200,000 times while growing up compared to only fractional amounts of hearing the antonym Yes. Today as adults, it’s no wonder why we will go to great lengths to avoid hearing the word No -particularly in sales. What air is to breathing is what No’s are to selling-the key to survival.…

In the city I live in, there is a run down, nasty looking house taking up some prime commercial real-estate that I'm pretty sure every Realtor in town has taken a crack at trying to sell. Seriously! Every couple of months there is a new sign out front from some poor real-estate…

http://www.dealersynergy.com 

I had a GM and an Internet Director from a Dealer Group in Kansas fly out to meet with my at my office for some "pre training"... I also had the President of Peruzzi Toyota at my office. It turned into an awesome "Synergy Session".

Listen to what the President of Peruzzi Toyota has to say about incremental business and I love they way he breaks down the numbers from Internet…

I love to learn from the best and the brightest our industry has to offer! If you are thinking of becoming a sales consultant, New York Times best selling author Gus Cardone will arm you with the skills necessary to become successful; Learn To Lead master Dan Anderson will help you establish foundational principles to lead yourself and others.…

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…

The Right Process is the key to success in every industry period.

Most business professionals already know that process is what drives success. most if not all of the worlds most successful companies depend on it. Companies like McDonalds, Starbucks, Disney, Hilton to name just a few. The big challenge facing the automotive industry today is not the "Road to the Sale" it's all the other things we do that are not process driven.

Simple things like…

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…

Teaching the “7 Habits” to a 4th grader? Yep, you bet! It’s not only about the progression of knowledge, but rather the integration and formation of a belief system.

It’s not just your ordinary curriculum and not just an ordinary school. Instead of sitting down for a typical parent-teachers conference, we were led on a student…

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…