Blog
Taxes & Fees, Of Course
Part of presenting your deal sheet with excellence is including the phrase "Taxes and fees, of course". You remember this - it's part of your Excellence Roadmap training. It's part of the Agree Step. There is a positive psychological impact to including this phrase as...
As You Think In Your Heart, So You Are
Professionals prepare to win everyday! Your thinking, you attitude, your point of view determines the quality of your life.Thinking is one of the principles, one of the natural laws, that governs your life. Be careful what you think. How you think determines how you...
Budget Is A Lie
How many of you have heard from your buyers... "That's outside of our budget" or "Our budget is..."? I'm willing to bet 100% of you have. Guess what? That is a lie! How do I know this? Less than 10% of buyers have a budget. If "budget" were true, your buyer would be...
I Don’t Have Time
Have you ever said "I don't have time"? What does that even mean?We all have the same 24 hours in a day. I don't have time to...(You fill in the blank.) It's funny how the most important, the most jugular, things for our well-being, for our success, are often the same...
Run Toward Problems
Don't run away from problems, run toward them. Running toward problems lets your customers know you have their back. It tells your buyers, "My service to you begins when you leave with your car". Problems will find you. The longer the problem festers, the bigger it...
Techniques Change, Principles Never Change
Principles determine what happens. They are the natural laws that govern all people. When you know and understand principles in your life, you can do amazing things. Gravity is a principle. You can't see it and it's a powerful force. Karma is a principle. What you put...
Reciprocity
The power of the principle of reciprocity. The principles that drive performance and excellence have always existed. It's our job to understand and implement them to benefit our customers, our dealership, and ourselves. The Power of Reciprocity:Whenever you do...
What’s In Your Mind Will Be In Their Mind
Your thinking has ripple effects. It impacts the people around you. The power of your mind is incredible. You have unlimited potential. Your thinking, your mind, your point of view is translated without a word being said. At ASC, we train consultants and managers to...
Read an Owner’s Manual
Master salespeople are product experts. Reading the owner's manuals for the brands you sell puts you on the path to becoming a product expert. Just by reading the manual, you will learn so much that you might not know. Why is this important? Master salespeople are...
Sympathy vs. Empathy
What is the difference between sympathy and empathy? Why & how does one move the sale forward and help you close more deals and the other often derails the sale? Sympathy - Agreeing with somebody's situation. It says "you're right". Empathy - Understanding and...