Videos

Often times in sales, we blame our misfortunes on being in a slump, but many times we're just in a slouch.

Here you are today-overweight, broke, laid off, talked about, and completely overwhelmed. There is good news though, the past ended last night. Your new beginnings start now. When you look in the mirror this morning...

The hills DO have eyes. Your "hills" are life's obstacles that you are facing in life. Everyone is able, but few are willing...

Here's one of the quickest ways to snap yourself out of discouragement.

This month on Auto Dealer Live, I'm talking about an outstanding book that I read recently called "Rejection Proof (How I beat fear and became invincible through 100 days of rejection.)" written by Jia Jiang. Although there are tons of nuggets throughout the book, I specifically want to talk about…

In sales, we've always been taught to "mirror" our customers, but what do you do when your customer is rude?

Getting into my truck this weekend, my daughter reminded me that I had not taken the picture that she drew for me to work. "I want you to take this picture to work," she said, "that way, when you look at it, you'll think of me." This got me to…

Well it's over! If you had a good month, you're probably in a little bit of a funk today because you're sitting at "0," but if you had a bad month, you probably feel fresh because you get a new start. On the first day of the month, we all…

As a salesperson, when you slip into a victim mindset, your month, year, and career are doomed. Marsh Buice returns to talk about an upcoming editorial titled, "10 reasons why you're a victim in the car business."

Getting a customer to get out and drive your vehicle in bad weather can be very challenging. While most salespeople are inside reading the newspaper, here's how you can be outside using poor weather to your advantage.

It was a German philosopher Frederick Nietzsche who said, "Many are stubborn in the pursuit of the path they have chosen, few in the pursuit of a goal." The reason why you on accomplishing your goals is because you're in flexible in your path, yet flexible when your goals. If…

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 Apple's…

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...

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

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…

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…

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...

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...

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.

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…

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

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."