Blog
Don’t Give Advice, Give Options
Why should you always give customers options but never give them advice? https://youtu.be/-GZfgZ6VTU4 Sometimes salespeople feel compelled to give their customers advice. Guess what? Giving advice can cost you deals and money. Why? When you give advice, you eliminate...
Knowledge v. Wisdom
What is the difference between knowledge and wisdom? How does knowing this difference impact your sales and commission? Knowledge is knowing what to do, how to do it, and maybe even being able to do it. Wisdom is actually doing it. Wisdom is knowledge applied....
Selling to Friends & Family
Do you treat your friends and family different than you treat your other buyers? Do you ever wonder why your family and friends go someplace else to buy their cars? It's because you do treat your friends and family different than you do other customers. It's easy to...
All Businesses Are Based On Relationships
All businesses are built on relationships - especially sales and service. You have to build relationship and trust with your customers. Their perception of you, your dealership, your service team comes from the strength of your relationship. Even if you make the sale,...
Build Value With Options Packages
The options packages may make the car you are selling the best buy out there. Every time you go out to sell a new car, you need to sell the value of the packaging and standard equipment. It shows the true value of the car. Use your Value Story at the beginning of the...
Personal Strength
How do you respond to your circumstances? When things are bad, how you respond matters. When things are good, how you respond matters. "The ultimate measure of a man is not where he stands in moments of comfort and convenience, but where he stands at times of...
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. https://youtu.be/YK8AVjraX2U Present to your managers the answers to the desk...
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...
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....
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...