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…

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…

Recently, I overheard two runners conversing about pushing beyond the “sticking point.” You know the point where your mind tells you to retreat; where your legs feel as though they will buckle beneath you. The runner being asked the question took a sip of water, thought about the question and said, “I’ve become faster from Point A to Point B, because I push…

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…

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…

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…

Centuries ago, before elaborate bottling processes and wineries, wines were transported in wineskins. It was advised to never pour new wine into old wineskins because old wineskins were contaminated with fermented bacteria. New wineskins lose their pliability as they age and burst when the new wine is poured into old skins, the skins no longer have the…

It’s been said, “Time flies when you are having fun”… it also flies when you are scratching and clawing to get to the next day, week, or month; before you know it, a new year begins in our hamster wheel of life. We live our lives either coming out of something or racing to our aspirations; it’s as if we either live our lives in the past, filled with regrets,…

I recently read a book called The Go-Giver, authored by Bob Burg and John David Mann. It was an excellent read, but if I was to pick one excerpt to share with you, in hopes that it would inspire you to read it as well; it would've been this one (Taken from page 66 and 67 of The Go-Giver):

    Sam's eyes twinkled with warmth.  "The Old Man was right again, as usual. He…

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

Management=Participation vs. Supervisor=Observation…

The world is full of people who fear failure so much they never pursue their dreams and wind up living an unfulfilled life.  We live in a world thinking “what-if” instead of living in a world of “already did.” Countless stories have been recounted and movies made depicting people who realized they only have a short time left to live. Suddenly they set out on a quest…

As we fly around North America and other parts of the world one of the most common problems we see is cherry Picking and High turnover.

Cherry Picking: When a room is understaffed and the staff really can’t handle the call volume they tend to run through the calls they need to make and pick out the low hanging fruit or the east opportunities. This also happens on the show room floor at most dealerships. Some sales staff and managers believe they can spot the buyers, so they…

If your sales career has hit a slump worse than the New York Yankee's Derek Jeter's "0 for 32" hit-less streak in 2004, let me suggest an affordable seminar available to help get your sales swagger back. In fact, this seminar is offered in nearly every city in America. Can you think of a seminar where you can enjoy a nice meal with a special person, have a glass of wine…

I have trained this for years to salespeople new in the business as well as veterans and it is a great tool to bypass objections and help when a Manager or fellow salesperson takes a tun on a customer. Now before we go to far, this also is a way to make sure your process is streamlined and you don't have a rogue salesperson on you hands...you know the guy the manager asks " did you ask them about money down?" oh yeah boss they said no money down" then you go in and say we need $3000.00 down…

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…

I'm gonna honk my own horn here and tell you all how pleased I am to be able to say that I am running the number one Kia internet department in the nation. Now this is not official, but for the last 90 days, my Shottenkirk Kia Internet Sales Department is running the best numbers in not only our region, but the nation as well.

Our conversion rate is 24%...This means that of all the Kia leads we get, my department closes 24% of them. Now that's what I call “Low hanging fruit.” what a…

Lazy is not a normal state of a person but one that is educated, encouraged and allowed.   Walk into any company with lazy staff and I assure you someone in the organization has educated, encouraged or allowed the behavior.  

I just wrote an article on this topic at Huffington Post- Lazy is the New Entitlement.  You can''t find a 2 year old on this planet that is…

Today we live in an instant society.  We want instant answers to all of our problems, concerns, career moves, etc.  Thanks to the Internet, a lot of information can be instantly in front of us.  Because of ATMs, we have access to our money - "Instantly."  And, too many of your customers are in a bad way because of instant gratification.…

Everyone has wishes albeit winning the mega million dollar lottery, tossing a penny in the wishing well, even rubbing on Aladdin’s Lamp and making 3 wishes. We have seen wishes come true when people from all walks of life become instant millionaires. In today’s social world we watched the modern day rags-to-riches story of YouTube sensation Ted Williams go…