What is Humility?

What do you think of when you hear the word humility? So many people think of humility as weakness, as meekness, as not standing up for yourself. Humility is actually powerful – with humility comes great power. Humility means you know you’re really good...

Clerks v. Closers

What is the difference between a clerk and a closer? One of the key differences is how you respond to your buyer’s questions. You know all buyers have questions. Do you quickly answer the question being asked, or do you use the questions to create conversations...

EMI Saves You Time

Complete a closing EMI with every buyer. It saves time, for both managers and consultants, and makes you more money. The EMI, Early Manager Introduction, is when a manager goes in right before you work numbers with your buyer. The few minutes a closing EMI takes saves...

What is the Enemy of Excellence?

What do you think is the enemy of excellence? When I ask this question in my live trainings, most people say things like:failure, imperfection, inferiority, unimportance. These are all antonyms for excellence.They are not the enemy of excellence. So, what is the enemy...

Ben Franklin Close

The Ben Franklin close is a pro and con list. If the pros outweigh the cons, do it. For decades, sales consultants and managers have been using this type of close to help decrease buyer’s fears and help them feel comfortable buying the car today. It is a way to...