What’s the most challenging sale? My guess is you probably answered one of the following: Invoice buyers, Internet shoppers, former car-guys, the credit impaired, grinders, slow-breathers, analytical customers or something similar. Actually, I was not referring to the toughest customers to sell. The toughest, most challenging sale is one you must make every day. Sometimes you have to make it multiple times in one day. The sale to which I refer is… selling you.…

I tweaked a speech by General Patton for a sales meeting; enjoy...

"Sales staff, this stuff that some sources sling around about Lithia wanting out of this sales war, not wanting to sell, is a crock of bull. Lithians love to fight and to sell, traditionally. All real Lithians love the sting and clash of negotiating. You are here today for three reasons. First, because you are here to provide for your families and your loved ones. Second, you are here for your own self respect, because…

The Grass is Greener Down the Road

 Turnover is an epidemic in the auto industry. Now I do realize that there are times where turnover is a symptom of other

 internal issues. I concede that point. However, when virtually every dealership in America suffers from the problem, there

 must be something more. Salespeople, by nature, want to be in the action. If traffic has been slow at their current place of

employment, they check around town and find out which…