Training

It’s Not What You Say, It’s How You Say It

One of my mentors always told me that the definition of a good sales person is somebody who can tell you to go straight to hell and make you think it's a great idea.  He was right.  We get so wrapped up with what we are trying to say to somebody, we don't stop to… Continue reading It’s Not What You Say, It’s How You Say It

Training

What’s the Worst Thing That Could Happen?

People can be mean.  They can be rude, disrespectful, just plain awful at times.  That doesn't mean you have to be the same.  I speak with a lot of people every day and some of them are just so irrational it's hard to talk to them.  However, when I don't take the bait and react… Continue reading What’s the Worst Thing That Could Happen?

Training

People Don’t Care How Much You Know Until They Know How Much You Care

That quote is from Theodore Roosevelt.  A good friend of mine that I work with had to say those words to me a couple of years ago so that I would reset.  I couldn't figure out why I was struggling to communicate with people.  My friend told me that nobody was questioning my knowledge, but… Continue reading People Don’t Care How Much You Know Until They Know How Much You Care

Training

How Do I Keep My Sales Up In A Declining Market?

This is a question I get all the time.  Let's face it, New Car Sales are down (if you didn't see that coming, you're blind) which is making the manufacturers flood the market with incentives.  This in-turn is killing the Pre-Owned market.  I will be writing about the expectations of the Dealer Principle in a… Continue reading How Do I Keep My Sales Up In A Declining Market?