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Working Numbers On Two Cars

What usually happens when you work numbers on two
different cars with the same buyer?

Your buyer usually “has to think about it“.

Why is that?

It is usually because your buyer is not committed to either car.
It is because you did not secure a today commitment
during your 4 step Trial Close.

During Sale Two, Sell the Car, compare both cars. Comparing
the cars side-by-side gets your buyer to make a choice and a commitment.

You need to do this before presenting numbers during Sale Three, Sell the Deal.

What is Excellence?

What would change in your life if you made the daily decision to live with excellence?

It would probably be pretty great to live each day with excellence, to live a life of excellence. We can all agree on that, right?

So the question is…

What is excellence?

When I talk about excellence the definition I use is…

Excellence is doing everything you do with your whole heart and your whole might.

Excellence is a habit. Do your best every day and constantly strive to be better.

Excellence is personal. You cannot measure yourself against others to determine if you are living with excellence. Everyone is given a different set of gifts. You need to focus on being the best you can be.

Excellence is not perfection. Excellence is doing everything with your whole heart. You will have joy, peace, and satisfaction in life when you are pursuing your best self.

Excellence is a decision. To be excellent, you have to make the decision to pursue excellence. You have to make the decision to live with excellence. You have to make these decisions every day.

Watch today’s video to learn more about excellence.

Good Selling!

Avoiding Winter Slowdown

How do you, and your sales totals, survive and even thrive this time of year?

I’ll tell you how. Action. Action causes action.

Be careful what you say and think to yourself.
It will drive your actions and, ultimately, your results.

I’m sure you’ve heard it before…

You cannot sell cars during the holidays.
November, December, and January will be your slowest months.

Guess what, that is absolutely not true.

Your sales are up to you.
Your sales totals, your monthly income is determined by your actions.
Do not just sit around and wait for things to happen.

Salespeople: If customers are not walking on to your lot, take action to make sales happen. Grab the list of your last 90 days of ups and opportunities. Grab your list of expiring leases. Make calls. Schedule appointments. Look for repeats and referrals.

Managers: Your store totals are the accumulation of all of your salespeople. If every salesperson is concerned about doing the right things to make a living every month, your store will have a great month. Coach, lead, and inspire your team to take action.

No matter what the market conditions, you are the master of your results. Watch the video below and avoid the thinking that sales are slow during the holiday season.

Make the winter months your best months.

Good Selling!

The Greatest Salesman in the World, Part Four

Your thinking drives your actions which determines your results.

Today we’re concluding our series on The Greatest Salesman in the World by Og Mandino.

Each of the 10 scrolls is a five-minute read. You can use them as needed throughout your week. It’s an awesome way to make sure your thinking is where you want it to be.

Scroll Eight: I Will Multiply My Value A Hundredfold

“I will do the work the failure will not do. I will always raise my goals as soon as the last one is obtained.”

Og Mandino
The Greatest Salesman in the World, Scroll Eight

In order to be better today than you were yesterday, you have to do more today than you
did yesterday. Your life and what you do has the amazing capacity to ripple into so many peoples’ lives.

You choose what you do. What you do determines your value to and impact on others.

What do you choose?

Scroll Nine: I Will Act Now

The Greatest Salesman in the World, Scroll Nine

Scroll Nine is a scroll of action. You have to make the daily decision to act.

Consistent action is what separates the awesome from the average.

Every day when you wake up, make the decision to act. This decision cannot happen once. It can’t happen once in a while. It has to happen day in and day out.

Excellence is found in the consistency of your daily decision to act.

Scroll Ten: I Will Pray For Guidance



We all live in a powerful,
huge universe. When you
pray and ask for guidance,
what you (what we all) want
is to do well, to live well, and
to be a benefit to others.

The Greatest Salesman in the World, Scroll Ten

I hope you’ve enjoyed and found value in our journey through Og Mandino’s The Greatest Salesman in the World. I just want to leave you with the following…

What do you want to be?

Go for it.

It takes constant seeking to find what you are looking for.

The Greatest Salesman in the World, Part Three

Today we’re covering Scrolls Five, Six, and Seven. Remember, nothing great ever just happens. You have to make it happen. The results you want, excellent results, start with excellent thinking.

If you want to change your thinking and if you want to develop the thinking that drives excellent results, spend time daily reading and studying the principles in these scrolls.

Scroll Five: I Will Greet This Day As If It Is My Last

What should you do with today?

What do you want to accomplish today?

The Greatest Salesman in the World, Scroll Five


If you want to make the most of today,
keep moving forward.

Avoid those killers of time that you already know.

Take action.

Avoid people who are standing around talking about what they can’t accomplish
while you go out and accomplish it.

Scroll Six: I’ll Be The Master Of My Emotions

“How do I master my emotions so that each day I will be productive? For unless my mood is right the day will be a failure”

Og Mandino
The Greatest Salesman in the World, Scroll Six

Excellence is not perfection.
Excellence is the pursuit of perfection.

In the pursuit of excellence, you will stumble (sometimes often). Not every day will be perfect.

Make a decision every day to take control of your emotions. Daily preparation, planning, and learning something new will help you prepare your emotions for the day.

Scroll Seven: I Will Laugh At The World

The Greatest Salesman in the World, Scroll Seven



Laughter is a powerful tool.
It helps you put things into
perspective.
Laughter is one of life’s best gifts.
It will make you feel better
and make you more of a
benefit to others.

Stay tuned. Next week we wrap up our series on Og Mandino’s The Greatest Salesman in the World.

Salespeople, Get Control of Your Buyers using Rigid Flexibility

And learn the one thing you should
NEVER do during the sale.

Selling is about connecting, leading, and closing.

Sometimes buyer’s questions or actions derail your sales process. To keep your buyers moving forward and to get the sale back on track, use rigid flexibility.

Rigid flexibility allows you to be flexible about the order you proceed through the sales process but rigid with sticking to your proven process.




Watch this video.

You will learn how to maintain control of the sale, and the one thing you should never
(ever, ever, ever, ever, ever, ever)
do during your sales process.

If you want to close the deal and make the sale, you have to connect with your buyers. You have to lead your buyers through the sales process and have confidence in your process.

When you tell your buyer to follow you, they will follow you.

The Greatest Salesman in the World, Part Two

Learn the thinking and habits that drive success.

Today, we’re going to jump right into Scrolls Two, Three, and Four from The Greatest Salesman in the World by Og Mandino. Each of these 10 scrolls contains basic principles that drive success. If you spend as little as 10-15 minutes a day reading and studying these scrolls, it will impact your thinking. You will replace your old thinking and habits with the thinking and habits that drive success.

Scroll Two: I Will Greet This Day With Love In My Heart

Love is a foundational attitude and habit. Working in sales, in customer service, you deal with people (with all types of people) all the time. Focusing on this scroll, on love, lets you lift your buyers up. It gives you an advantage.

If you have an attitude and habit of love, your buyers will feel comfortable with you, trust you, and listen to you.

The Greatest Salesman in the World, Scroll Two

Scroll Three: I Will Persist Until I Succeed

The Greatest Salesman in the World, Scroll Three

I will ignore the obstacles at my feet and I will keep my eyes on my goals above my head for I know where dry desert ends green grass grows.

– Og Mandino

How you think about success and about failure is very important. You have to have the right mindset. How you think determines how you act. How you act determines your results.

When you get up and try, try again, you trust that the right actions, repeated, will produce the right results.

In other words, quit looking at the things that are keeping you from succeeding and keep your eyes focused on your goals.

Scroll Four: I Am Nature’s Greatest Miracle

There burns a flame inside all of us which has been passed from generation to generations uncounted and its heat is a constant irritation to my spirit to become better that I am

– Og Mandino
The Greatest Salesman in the World, Scroll Four

The way you think about yourself is critically important. If you see that you’re created with unlimited potential, you will keep moving forward


Scroll Four reminds us that we are all individuals. We are all alike, but we’re all different, and we all have one thing in common…

Maybe your flame has been dulled over time, Maybe other people have dulled your flame and limited your potential. Today, I want to free you up to say you are nature’s greatest miracle.

You are one of a kind.

You have unlimited potential.

Next week, we cover Scrolls Five, Six, and Seven.

Sell More Cars With The Perfect Exploration

How do you sell more cars with the perfect exploration?

What’s an exploration?

How is it different from a walk around?

Sell More Cars With The Perfect Exploration

We all know how to do the basic 6 point walk around. It’s car sales 101, right? You walk around the car with your buyers and point out the car’s features and benefits.

So, how do you turn this basic walk around into a Perfect Exploration and use it to
sell more cars?

You make it personal.

To your buyers, this car you are walking around is personal.
It’s their livelihood. It’s their lifestyle.

When your customers tell you something personal, kick that door wide open.

Turn every feature, every benefit of the car into a personal benefit, a personal feature for your buyers. When your customers tell you something personal, kick that door wide open. They want you to show interest. They want you to ask questions. They want you to listen to their answers.

So, ask questions. Listen to the answers. Understand your buyer. Learn who your buyer is, what they want, and why
they want it.

Take what you learn about your buyer
and what you know about the car.

Successfully combine these
two and you have the
Perfect Exploration.

Make the car’s features personal to your buyers during the perfect exploration and you will sell more cars.

The Greatest Salesman in the World, Part One

The Greatest Salesman in the World by Og Mandino has had a huge influence on my life and my career. In fact, I’ve been carrying a copy of this book for over 20 years. This book isn’t just for salespeople. It’s for everyone who wants to put the principles that drive success in their life.

“Only principles endure and these I now possess, for the laws that will lead me to greatness are contained in the words of these scrolls.”

– Og Mandino
The Greatest Salesman in the World

The book starts with a short, fictional story followed by 10 scrolls. The story’s good, but, to be honest with you, I’ve read the story once. The scrolls (each is maybe a 5-minute read) are critical to your success. Each scroll contains a principle that shapes your thinking. Your thinking determines your actions. Your actions create your results

So, let’s dig in…

Scroll One: Today I Begin A New Life. I Will Form New Habits And Become Their Slave.

The Greatest Salesman in the World, Scroll One

“In truth, the only difference between those who have failed and those who have succeeded lies in the differences of their habits. Good habits are the key to all success. Bad habits are the unlocked door to failure.”

– Og Mandino

This is a foundational scroll because it says that your life springs from your habits. What you repeatedly do becomes your life.

While watching the video about Scroll One, ask yourself:

  • What areas do I do well?
  • What areas can I change?
  • What areas do I want to add?

Stay tuned. Next week we cover Scrolls Two, Three, and Four.

The Vision Process For Lasting Improvement

“Within me burns a flame which has been passed from generations uncounted and its heat is a constant irritation to my spirit to become better than I am, and I will.”
-Og Mandino - The Greatest Salesman In The World

Each year around the holidays we focus on some of the more important things in our life and that automatically makes us more introspective.

We self examine more. And the result of this is we start thinking about being better. 

Who do we want to be in the new year?

And we start making resolutions. 

What's the problem with resolutions?

They say most resolutions don't last very long.

You go to anybody's house you go downstairs and you see their Bowflex or their ski machine and its covered with clothes hanging on it.

So what happened?

I go to planet fitness at lunch most days, and in January the parking lot is full, and in February it's less full. By March it's back the way it was all year.

What happened?

We made good decisions.

We know what we want.

We want it bad.

But somehow, making a decision is a lot easier than actually doing the work to get there.

We need a better plan.

If we truly want to change, it's simple.

Download the 4-page PDF and use it to follow along with the video below to build your game plan for the coming year. 
There's no opt-in required. Just click the button and save the file as our gift to you!

This post will never go out of date. There's also no need to start on January 1. This process will serve you any time of any year, any time you are ready to make a positive change in any area of your life. Like all our training, it's based on timeless principles and will never go out of style.  

The only difference from those who have succeeded and those who have failed lies in the difference of their daily habits. The ones that succeed and get what they're after are the ones that have a plan, that vision, and take daily action

Download the linked PDF below (no opt-in required) and and use it to plan your goal setting any time of the year!