When Managers Don’t Ask Desk Questions

    What do you do when your managers don’t ask desk questions?

    Don’t be reactive.

    Don’t wait.

    Instead, be proactive.
    Answer the 5 desk questions before your manager has a chance to ask.

    Present to your managers the answers to the desk questions they should be asking.

    Answering bad desk questions just benchmarks you and could cost you the deal and/or gross.

    Good Selling!

    Turn Your Talent Into Art

      What is the difference between talent and art?

      Talent you have naturally.

      Art, or skill, is only developed by hours and hours of beating on your craft.

      This is also called preparation and practice.

      Developing your skill maximizes your talent.

      “The separation of talent

      and skill is one of the

      greatest misunderstood

      concepts for people trying

      to excel.”

      – Will Smith

      What is Will Smith saying?

      So many people rely on talent only. To be excellent in any area of your life, you need to develop your skill (which we call art). Developing your skill takes personal responsibility and practice.

      I see this every day in my job as a sales trainer, a sales coach. I see it all the time, I see naturally gifted people – great work ethic, good with people, naturally gifted people selling a lot of cars and doing really well, and they lack the skill and the art that they should have. Why? they’re making money, they’re selling cars, they must be good.

      Well, they’re talented, yes. But are they reaching their full potential?
      You know what, it’s not good enough to make money and outsell and outperform others.
      You have to focus on becoming your best self.

      We say it this way on the Excellence Roadmap…

      First, you have to learn the craft. You have to develop craft, and you have to practice that craft over and over until action and reactions become instinct. That becomes art.

      Don’t waste your talent with a lack of preparation and practice.
      Take personal responsibility for developing your talent into skill and art.

      There is no shortcut to excellence.

      Good Selling!

      Sales Process for Secondary Buyers

        Landing secondary buyers on the right car up front requires the right information up front.

        The Sales Process you study on the Excellence Roadmap works for secondary, credit-challenged buyers.

        Just add getting credit information to Sale One, Sell Yourself.

        During Sale One, Sell Yourself, you establish relationship and rapport. It is usually during this part of the Sales Process that you discover your buyer is a secondary customer and might have problems with financing.

        It is critically important to get their preapproval before you land them on a car. To do this, you can either ask buyers for their credit info upfront or ask them about financing on previous cars.

        After you get your buyer’s credit information, go to the desk and get coaching on the next step. Often your manager will get their credit score and use this to develop a game plan. Your secondary finance manager might T.O. at this point or instruct you on what additional information is needed to move the deal forward.

        Good Selling!

        Manners Matter

          How to improve all your interactions with customers and coworkers.

          Powerful interactions with people, with your customers, start with good manners.

          When talking about manners, “Thank you” and “I appreciate you” are the most effective ways to demonstrate great manners and build powerful interactions with people.

          It really boils down to the simple things…please and thank you. When you walk up to someone, smile and ask them how they are. Treat people like they are people. Show them appreciation.

          When you are with your customers, do you appreciate them? Of course you do. Let them know.

          Your coworkers, do you appreciate them? Of course you do. Let them know.

          Think about what you are saying. Your attitude and how you are saying it is affecting somebody else’s life.

          Most of all, think about how it’s affecting your life. You know that good manners improve your experience. It makes you more purposeful, more positive. It gives you the joy, peace, and satisfaction that the pursuit of excellence brings.

          Good Selling!

          ASC Word Tracks

            Word tracks are a great way to develop confidence in your Sales Process

            And remember, confidence is contagious!

            How should you use the word tracks in your Career Builder Binder?

            Should you memorize them? Repeat them verbatim?


            You want to transform the word tracks. By transforming the word tracks you learn to think better. You understand what you are doing, why you are doing it, and you are learning how to do it well.

            The best way to start is by memorizing the word tracks.
            Then start transforming them by using your own words.

            Develop your own personal style.

            Practice the word tracks. Use them to role play with your managers and other sales consultants. Develop your skill and mastery of the word tracks until you start speaking using your own style and words.

            Good Selling!

            Seek Physical Excellence

              Anything you value, you prioritize.

              What we mean by seeking excellence physically:
              Doing the things that matter to improve your overall health.

              Your overall health has a big role in your life. If you are healthy, you have more energy and you can be more of a benefit to others.

              Areas to seek excellence physically:

              • Exercise
              • Diet
              • Reducing or eliminating bad habits/overindulgences


              Exercise is necessary. Most people do not get the exercise they need to benefit their overall health.

              Benefits of exercise:

              – Stimulates your brain
              – Improves your memory
              – Makes you happier
              – Helps you lose weight
              – Improves muscles and bones
              – Helps you relax
              – Improves your quality of sleep
              – Decreases pain
              – Promotes a better sex life

              I don’t have the time.
              That’s the excuse people use all the time to not exercise. But, it’s just an excuse. How much time do you need? To reap the benefits of exercise, you do not need to make a huge time commitment. Just 10-15 minutes a day. That’s it.

              It doesn’t matter how many times you have started and quit in the past. Make a commitment, right now, to start some form of exercise.

              Seeking physical excellence requires that you move your body.


              How big of a role does diet play in your life?

              In my opinion, diet is everything. They say you are what you eat…it’s true.

              Most people eat reactively when they are hungry. When you do this, you end up eating too much of the wrong foods.

              Planning and preparing your food will change your overall health significantly.

              Seeking excellence in terms of your diet means eating according to your values, not according to your cravings.

              If you value your health, if you want to seek excellence physically, you need to make some decisions. You need to take some action.

              Why wait?

              Start now!

              Good Selling.

              Four Questions of the Counter Offer

                Some customers you just can’t seem to close. Often, it is because they want things you cannot give them. When a buyer wants something that seems impossible, focus on what you can do for your buyer.

                Ask yourself these four questions:

                1. What does the buyer say they want?
                2. Can I give it to them?
                3. What can I give them?
                4. How can I make it work for them?

                During Step One of the Sales Process, you focus on building relationship and trust with your buyer. Use this relationship and trust to figure out what you can do to help buyers and meet their needs. Be creative with your solutions.

                Present your solutions as a win for your buyer. Let them know how and why the
                different vehicle, payment options, lease option, etc. benefits them personally.
                (Remember: you learned your buyer’s what, why, and who they are during the
                Understand Goals step.)

                Think about some of your past, unclosed deals. Ask yourself the four questions.
                How would have these questions helped you close the deal?

                Good Selling!

                Business is Great!

                  Your attitude is everything.

                  Your attitude dictates what you do, how well you do it, and how it is received by customers.
                  Protect your attitude.

                  You know your attitude is under assault all the time. Business is not always great.
                  Some days just suck.
                  Other people are not always terrific. People can be narcissistic and self-involved.

                  So, what’s the alternative?

                  You know, you always believe what you tell yourself. If you tell yourself something long enough, you believe it. Stop telling yourself negative things. Feed yourself positive things.

                  Start with this daily mantra:

                  Business is great. People are terrific. Life is wonderful.

                  Repeat it to yourself three times a day.
                  Say it to yourself every time you are tempted to complain about business or people.

                  Good Selling!

                  The Depth of Your Convictions

                    Why is your belief system important?

                    Why does it matter what you think?

                    It matters because what is in your mind will be in your buyer’s mind. So, what you
                    believe your buyer will believe.

                    Your Excellence Roadmap sales training teaches you three facets for each step of the Sales Process:

                    1. What To Do – What to do to win more often.
                    2. Why To Do It – The thinking behind doing it that way.
                    3. How To Do It Well – Your success model.

                    As you go through the training, it’s not just the what and the how. The why is just as important.

                    When you fully understand why you begin to transform your thinking. When your thinking transforms, so will your buyer’s thinking.

                    Good Selling!

                    The Battle of Ego v. Humility

                      There is a battle that rages in all of us.
                      The battle is between ego and humility.
                      We all fight it. Every. Single. Day.

                      What is ego?

                      How does ego affect us?

                      What is humility?

                      Ego is the natural self-centeredness and selfishness we are all born with. We all have it. It is a wrong view of yourself that says: “I am perfect. I am the best. I have no room to change.

                      Ego is actually an incredible weakness.

                      Ego affects you because it keeps you from seeking excellence. It keeps you from seeking to become better today than you were yesterday.

                      The best of the best are always trying to get better. Someone who is ego-driven cannot admit to making mistakes.

                      Humility is an awesome power. Humility says: “I am pretty excellent, and all I want to do is
                      get better.”

                      Humility gives us the ability to consider comfortable feedback, allows us to examine ourselves, and to seek improvement.

                      Humility is power and confidence.

                      How do you react when you are comfortably corrected?

                      • Do you fire back at the other person’s mistakes? Or their lack of excellence or perfection?
                      • Do you consider what the other person says? Do you acknowledge they might be correct? Do you think about the correction?

                      Nothing great ever just happens. If you want to become a person of humility, you have to pursue it. We call that seeking excellence. You have to seek to become better today than you were yesterday.

                      Good Selling!

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