Think back to your best friends in high school & their most embarrassing moments...chances are you don’t even remember & if you do remember, you laugh about it now. Now think back to your most embarrassing moments...it doesn’t take long does it. See how self critical we are? People don’t…
Customers don’t like to admit what they’re really thinking...they don’t like to admit bc they’re afraid if they do, they have to justify or argue with the salesperson. Instead take a tip from your parents- that’s a Superpower for you in sales...get your customer to agree instead of admit.
Ever talk to someone who’s NOT in sales who thinks that your job selling is easy? They think you just sit back & shoot the breeze...you know it ain’t easy...but they don’t. It’s not that it’s easy...it’s that you make it look easy..that’s what makes you a pro.
When working in sales, remember your customers are not related to one another.
One morning as I sat at my desk looking at the rain pouring down outside, one of my salespeople came running in soaking wet and sat at my desk and said, "I made it!!" But...
Experience really is the best teacher, except in sales, we sometimes forget to learn from the experience until it happens again. Salespeople are busy juggling so much throughout the day that by day's end, everything is a blur. Here's a way salespeople can better themselves by recalling & reworking their…
When the author of the Energy Bus, Jon Gordon works with NFL teams, he has the players write down their goals...then he tells them to tear them up. In dealerships everywhere, sales managers always ask sales people what their goals are, but we're not asking this....
Another typical day in the car business. One customer wouldn't even get out of their car, while another wouldn't demo the vehicle nor come inside. And the ones who did come inside blew out! What good could possibly come out of negative outcomes? General Sales Manager Marsh Buice brings you…
Ah the old #comfortzone..When your month isn't going right, it's tempting to want to "feel safe" & stay in your comfort zone like going to lunch at the same time or coming in or leaving "on time." We know we should be doing something different, but we don't. Getting back…
Your Miranda Rights state that anything you say can & will be used against you. Legally, personally, & professional it's true.
Pressure is a part of sales-you have to apply pressure to help bring about a decision, but as a salesperson, what do you do when customers are the ones applying the pressure?
One of my favorite shows to watch is Undrafted. The show chronicles football players who weren't drafted, but get another shot at the NFL. One of the tests scouts heavily consider is the 40 yard dash. Before ruining the 40, the camera crew asked one of the athletes the key…
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."
