Bob Carmack's Blog (38)

If It Was Not Hard Sometimes, Everyone Would Be Doing It!

Added by Bob Carmack on December 20, 2012 at 9:20am — No Comments

The Best Sales People Are Story Tellers

If you've been in the business for a few years, you have plenty of stories to share with customers.  The best of the best combine their sales skill, product knowledge, and the ability to tell a good story.  People relate to a good emotional story, a similar situation that happened with one of your customers etc.   When I'm in a client store and take a turn for a sales person, I have about 30 seconds to get rapport with the customer.  I always start out with a good story instead of…

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Added by Bob Carmack on December 19, 2012 at 6:03pm — No Comments

Strong Managers don't put others down, they lift them up!

The auto industry for as long as I can remember has been a business where many managers seem to constantly try and destroy their sales people physically as well as mentally.  Just the other day I heard several managers talking to several of their sales people using phrases like:, "Well, if you can't do it, I'll find someone who can...", "Why aren't YOU selling more cars...", "What's wrong with YOU today....", Why don't YOU....", "Well, when I was selling cars I never had that problem and if…

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Added by Bob Carmack on December 12, 2012 at 9:20am — No Comments

The Power of Never Giving Up- A Must See Video of Inspiration

Many times, it only ONE person in your life who believes in you and never lets you give up.  That person in YOU!  A must see couple minute video of the power of self…

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Added by Bob Carmack on December 10, 2012 at 9:28am — No Comments

Another Lesson for NEVER Giving Up!

When you talk to some of the most successful people on the planet, what is the #1 reason most give for their "overnight" success?  All FAILED many times, they learned from the setbacks, BUT, they got back on the horse and NEVER GAVE UP!    

The same is true for the most successful people in our business too.  They didn't quit when they had a bad day, a bad week, a bad month.  Funny how the law of averages always works in your favor if you just don't give up.  Stay the course and even…

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Added by Bob Carmack on December 6, 2012 at 9:34am — No Comments

Leaders aren't born they are made!

Leaders aren't born they are made. And they are made just like anything else, through hard work. And that's the price we'll have to pay to achieve that goal, or any goal....Vince Lombardi   

Be bold and take the lead in your store today, stay focused, and listen to no one but yourself that all things are possible.…

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Added by Bob Carmack on December 5, 2012 at 11:11am — No Comments

Why you should treat 1 million people the same as 1 person

This is a great share directly from Richard Branson (owner of Virgin Companies- which is just about everything)  who I follow in my business network.  I good lesson for serving customers, building our business one customer at a time, listening to our customers for improvement ideas, and the power of social networking today.…

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Added by Bob Carmack on December 3, 2012 at 12:45pm — 3 Comments

Aspire to BE MORE

When you aspire to BE MORE, make a COMMITMENT and don't quit, the money (have more) takes care of itself!

Today I'm at one of my client stores and, as an example of commitment, four of the sales people made a commitment about 15 years to leave the corporate life, take control of their own personal destiny and SELL CARS. All now sell an average of 40-60 cars a month earning between $250,000 and $300,000+ a year.  They chose to "be more", commit, and the money has taken care of itself!…

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Added by Bob Carmack on November 27, 2012 at 11:09am — No Comments

One Major Secret To A Higher Closing Ratio

Things HAVE changed!  Customer buying habits have changed.  The entire world has changed the way we do business and buy just about everything.  

ONE of the most significant things I've reinforced that's made a dramatic impact on sales is to discuss a customer's budget, NOT PRICE ON THE LOT, but MORE emphasis discussing budget during fact finding.  Some dealers are very emphatic NOT to discuss it (just show the customer a car…

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Added by Bob Carmack on November 24, 2012 at 10:24am — 5 Comments

Your Day Will Go The Way The Corners of Your Mouth Turn

Smile, Then Tell Your Face. It's contagious.

It's takes twice as much energy to have a bad day as it does a good day.  Smiling causes others to do the same and, think about it, those who smile and who are in a good mood all day usually produce the best results and highest sales!…

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Added by Bob Carmack on November 23, 2012 at 2:15pm — No Comments

Your Jar Is Full

A professor stood before his philosophy class and had some items in front of him. When the class began, he wordlessly picked up a very large and empty mayonnaise jar and proceeded to fill it with golf balls. He then asked the students if the jar was full. They agreed that it was.



The professor then picked up a box of pebbles and…

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Added by Bob Carmack on November 22, 2012 at 1:49pm — No Comments

If YOU MANAGE ACTIVITY, YOU CONTROL THE RESULTS!

It's a very competitive world these days.  Most of the new surveys indicate that the average customer is now only VISITING only 1.4 dealerships before making their decision.

I was in a dealership yesterday and a couple of the sales people were complaining about this and a lot of customers were buying at another dealership.  Managing YOUR activity, including follow up, is more critical than ever before.  Instead of complaining about it, PICK YOURSELF UP AND DO SOMETHING ABOUT…

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Added by Bob Carmack on November 15, 2012 at 2:00pm — No Comments

Practice Until You Can't Get It Wrong!

If you don't PRACTICE THE PLAYS BEFORE PLAYING THE GAME, you WILL FUMBLE the ball.  Our brain learns from DOING, not just hearing.  Practice until you can't get it wrong!  Team up with a buddy and practice the selling steps every day!

Added by Bob Carmack on November 14, 2012 at 8:48am — No Comments

It's a Brave New World

Big challenge this week- old thinking managers who haven't actually sold in over 20 years still wanting to do business the way it was "back then".

Remember the 'good ole days', "back then", when all the sales people (and managers) did everything?  Sold new cars, new trucks, and used cars from the same showroom as well as the managers did the financing.  Then, one day, someone said it would be better to separate the finance department and have actually finance managers (vs…

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Added by Bob Carmack on October 12, 2012 at 1:30pm — 1 Comment

Love What You Do!

Added by Bob Carmack on October 12, 2012 at 9:26am — No Comments

Your Light Can Burn Bright Too!

Winners are always Optimistic and NEVER give up.  When a reporter asked Thomas Edison about his "failures" in discovering the light bulb, he simply said, I NEVER FAILED.  I just found 9,999 ways not to make a light bulb. 

Everyone need to LEARN from a variety of mentors and take the best practices from each and discover the techniques that best works for their personality and style.  When you don't give up, YOUR LIGHT can burn…

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Added by Bob Carmack on October 8, 2012 at 9:49am — No Comments

Fear Is Our Biggest Enemy

Added by Bob Carmack on October 6, 2012 at 4:58pm — No Comments

Give It Your All Today!

Don't let ANYONE tell you it can't be done!!!

At one of my dealerships this week and one sales person averages 30-40 sales a month.  Another averages 8 sales per month.  They both have experience, the same product knowledge, both certified, the same customers, the same inventory, the same training, the same managers, etc.   What's the DIFFERENCE?…

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Added by Bob Carmack on October 5, 2012 at 9:33am — No Comments

Whatever Your Excuse, It's Time to STOP!

Enough said, JUST DO IT!  This picture is worth more than a 1000 words. 

Added by Bob Carmack on October 4, 2012 at 12:24pm — No Comments

Are You INTERESTED or COMMITTED?

Added by Bob Carmack on October 3, 2012 at 6:22am — No Comments

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