“What you see is what you get.” – Unknown Because we’re only paid on what we produce, most people in sales understand why getting and keeping a positive, success focused attitude is critical. We all have bad days, okay days and bell ringers – and the more of those bad and just okay days we … Read More »

When you overhear a presentation, all you’ll usually hear is a lot of talking, mostly by the salesperson. Usually he or she is going on and on telling the customer about the vehicle. In fact, most presentations start way before the salesperson even knows who it’s for, how they’ll use it, or why they’re getting … Read More »

Before we talk about how to follow up your working prospects, let’s review what has typically happened in the selling process so far… 86% buy something other than what they said they wanted – and you did have a vehicle in stock they liked. You spent from 20 minutes to a couple of hours and … Read More »

Actually that isn’t true. If you do everything I talk about doing, you’ll actually spend less time at work, earn more money for you and your family and have more free time than you’ve ever had. Besides, you’ve got the wrong guy – I’ve never suggested that you need to put in double shifts to … Read More »

2014 Will Be Great; if you haven’t already, then let’s start working on you now so you can have your best year ever. Without getting bogged down in the numbers that go with the categories below, in real life, based on your unit sales and income are you: Terrible at selling A Below Average Salesperson … Read More »

Selling from stock does not mean switching people from something that they need, to something that doesn’t fit their needs. Selling from stock means determining the customer’s wants and needs, and then presenting a vehicle in stock that will work for them and service their needs just as well or better than what they thought … Read More »