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I just finished a book written by the President of both Pixar and Disney Animation, Ed Catmull called Creativity, Inc. At the end of the book, Catmull talks about his relationship and conversations he had with Apple Co-founder Steve Jobs. In those conversations Jobs often said, "As brilliant as App…

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Dec. 18, 2014

They're Looking For You

After going to my daughter's 1rst grade Christmas play, I realized that like my daughter, your salespeople are looking for a familiar face. Here's what I mean...

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Feb. 23, 2014

Fast First

How you start each day determines how you will finish each month. Develop a 'Fast First' mindset.

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When it comes to a Demo, Write-up, or asking for the sale, most salespeople take the path of least resistance by asking one time for a demo, to come inside, or for the business. When a customer tells you NO, take the path of most resistance by taking a "Just One" approach.

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Nobody books a room at a "base" resort. Who enjoys fine dining while feasting on basic, bland foods? The answer: No one! Buying a vehicle is the 2nd largest decision your customer will make; as a sales professional you've got to be careful not to bruise your customer's ego by using the word "base"…

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May 18, 2013

Don't Ask, Don't Tell

If you're a sales manager, don't ask; if you're a sales person, don't tell. The only thing worse than a sales manager asking this question is the salesperson answering it. Here's why...

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In sales, you'll get asked a question that you don't know the answer to. Not knowing the answer to a customer's question is ok. What's not ok is...

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If you want to gain a competitive advantage on the blacktop, keep walking. When you can't make a sale, keep walking with your customers-your opportunity may be just one step away.

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March 5, 2013

What's Your Fight Song?

Although it's been over 2 decades since I played my last down of high school football and to this day, I still know my fight song. Our fight song was what we stood for, fought for- why we played every Friday night. Now a little older, do you have a fight song? On the blacktop, you need a fight song…

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Grab the wheel of your career as you would the wheel of your vehicle.

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Hearing the words, "That guy's been here before," can crush the spirit of a sales consultant..or can it? Be wary of another sales consultant giving you "advise."

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You can say the message, yet convey the wrong meaning using poor body language. Actions speak louder than words- bring your words to life by body-building your way to a sale. Here's how..

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Nov. 10, 2012

Know Before You T.O.

You wouldn't turn your children over to just anybody, would you? If you wouldn't do it to your children, don't to it to your customers. If you have to turn your customers over, make sure that other salesperson is like you. Why?...

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Oct. 30, 2012

You In Review

The dealership may be closed, but your day is not quite over. If you desire to be the best in the sales profession, turn off the radio and review your day. Just like athletes seek to improve their skills by reviewing game film, your film study is mentally reviewed on your way home. Review your Ups-…

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As we approach an up, we've all had a customer tell us they were a year out from buying. Instead of addressing their objection, agree with it! As a salesperson you've got to first establish yourself-your like ability and your credibility. Try this when hit with the "Year out objection."

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Aug. 24, 2012

Wait Before You Locate

Every dealership has a salesperson known as the "Locate King." Regardless of a mega million dollar inventory to choose from, he always has to locate the one that's not in stock. Before you locate, wait! After addressing your customer's needs, put them on the closest match and work your magic. With …

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Fortunately salespeople work in an industry where they don't have to worry about performance reviews or brown nosing the boss in order to get a raise. Are you ready for a pay raise? Up yours! The #1 reason most salespeople don't perform to their ability is because they are not catching enough Ups.

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Just because you can cook, doesn't make you a world class chef and just because their business card reads, "Sales Consultant" doesn't mean they are world class either. If you want to be world-class on the blacktop, think like a chef.

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The 2 things we look at in sales are Ups & Deliveries, but 1 sneaky undercurrent that may be pulling your sales success down is your Write-ups to Sales percentages. Don't be selective, write all of your customers up.

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Sowing and reaping is a principle we all live by. The real question is what are you sowing? Sow only what you wish to reap.

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March 27, 2012

Dominate By Diversifying

If you want to dominate in your sales career, diversify your investment. It's been advised to never put all of your eggs in one basket, spread out the risk to minimize your loss. Diversify your customers and maximize your month.

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So you jumped out with ferocity, but now your month is looking bleak, now what? Figure out how much, how many, and how to master the rest of your month.

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Relationships matter-whether you are a spouse, parent, or sales consultant, you must focus on what you are giving and less of what you are getting.

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March 1, 2012

Race For The Gold

Speed is everything to your sales career. Think like a sprinter and pace yourself as if you were running a marathon.

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