Blog

Always Have the Car You’re Working #s on Pulled Up

If you're working numbers with a buyer, always have that car pulled up front in the Trial Close area. Pulling the car up signifies what? I've got a deal. There's so much power in having the car pulled up front. If your customer changes colors or option packages after...

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Seek First to Understand

Do you sometimes make assumptions? Do you sometimes attack without knowing the whole story? What would happen if you first asked questions? If you got the whole story before making assumptions? When you go to people first seeking to understand them, most people come...

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Customers Are Everywhere

Turn service customers into your customers. How do you turn a service customer into a sales lead?Start with a good welcome question:"How are you doing today?"Keep asking good questions:"What kind of car do you have?""What service is being done?""How do you like your...

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Set Clear & High Expectations For Yourself

Your expectations create your reality. Expect a lot, get a lot. Expect little, get little. The first pillar of leadership is to lead by example. The second pillar of leadership is to set clear and high expectations. As a leader, you set clear and high expectations for...

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Why Do We Name The Steps Of The Sale?

You're a professional. It's important for you to understand the job you have been given to do. So why did I name the steps of the sale? I named the steps of the sale for the same reason that streets have names. Names allow you to easily go from A to Z. Names allow you...

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Attention – The Rarest & Purest Form of Generosity

In today's world, it often seems like no one is really paying attention - that no one is really listening. I'm always trying to learn and pick up ways of saying things and I heard someone say this recently, "Attention is the rarest and purest form of generosity."...

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Personalize Your Workspace

What is one of the easiest ways to build relationship and rapport with your buyers? Personalize your workspace. Why does this work? When customers see pictures of your kids or your pets, they often ask you questions about them. When your customers ask you questions,...

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One Learns Most When Teaching Others

This is also called proactive training. When learning a new skill, it helps to take notes and review those notes. To really cement your learning, tell someone else what you learned. Every time you take time out to show someone else, you get something back. You get...

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Holding Cars

Should you hold a car for a customer? The short answer is no. Holding a car is giving your customer the chance to shop around. Holding a car is not gaining a commitment from your customer to buy the car. Taking a check is the same thing. That check is actually...

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7 Keys to Professional Excellence

What does it mean to seek excellence professionally? You know that to be excellent in any area of your life you have to focus on the 5 Areas of Personal Responsibility: Attitude - Have a professional and winning attitude.Knowledge - Know what to do, why to do it, and...

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