Best Practice Tips
Language varies based on geography, history, and culture. Dialects change and accents bubble up. Yet no matter how many different dealerships I visit across North America, the standard, monotonous, repetitive phrase you I hear every salesperson regurgitate is “I want to earn your business”, or some derivative thereof. Just saying it doesn’t make it true…. Read more »
Best Practice Tips
Are you getting promoted? Have you recently been promoted? Would you like to receive a promotion? Then determine which water you want to become. Often, people believe the best thing they can do when getting promoted is to impose their will upon those they are managing. Their responsibilities shift and, so too, does their demeanor…. Read more »
Best Practice Tips
You’ve sold a customer a car. Now decide if you want them to be your customeror the dealership’s customer. If you’re planning to make this a career, recognize every customer you sell is an opportunity to grow your business. How you stay memorable is just as much a process as how you got them to… Read more »
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Can you Kill a Sacred Cow?
What Happens When They Disappear?
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Best Practice Tips
I recently had the chance to fly to Dallas Texas and witness the nuptials for two industry friends who were getting married (Veronica Dunford and Gary May). Along with the beautiful ceremony and reception, as wedding couples tend to do, they offer their friends and family to give their wedding wishes in the form of… Read more »
Best Practice Tips
“Everybody likes a compliment.” ~ Abraham Lincoln Sometimes, the best way to close a deal isn’t a cleverly constructed sales pitch that influences the customer to make a decision. It is making the customer feel good about themselves in that moment. Paying compliments can bring customers to your side. Maybe it is giving them credit… Read more »
Best Practice Tips
I fancy myself a writer. My college degree was in the school of Journalism and Mass Communication (while my major was Public Relations) and I have been writing stories since I was a little kid. I wrote my first article for Dealer Magazine (and Digital Dealer Magazine) somewhere around 2005-2006. Since then, I’ve written 603… Read more »