Blog
Secret to Success in Car Dealerships: Car Sales Training
Introduction: Becoming a Student of Excellence in the Automotive Industry It's my mission to inspire you to become a student of excellence. I've dedicated my life to car sales training and we also want you to be a student of your industry. I love selling cars. I think...
The Power of Self Talk
Today I want to talk to you about the power of self-talk. I believe that what you tell yourself has a powerful impact on your life. Whether it's positive or negative, what you believe will shape your actions and ultimately, your success. As car salespeople and...
The Power of Empathy
As a sales trainer, I teach that empathy is the key to overcoming fears and objections from customers. But empathy is also important in all areas of our lives, not just sales. Empathy is different from sympathy. Sympathy means you agree with someone, but empathy means...
What is Humility?
What do you think of when you hear the word humility? So many people think of humility as weakness, as meekness, as not standing up for yourself. Humility is actually powerful - with humility comes great power. Humility means you know you're really good and you know...
Clerks v. Closers
What is the difference between a clerk and a closer? One of the key differences is how you respond to your buyer's questions. You know all buyers have questions. Do you quickly answer the question being asked, or do you use the questions to create conversations with...
Feel, Felt, Found
Communication is key in all relationships. Feel, Felt, Found. This is a technique based on the principle of seeking first to understand before trying to be understood. It is a way to communicate with the people in your life, personally and professionally, inside of...
EMI Saves You Time
Complete a closing EMI with every buyer. It saves time, for both managers and consultants, and makes you more money. The EMI, Early Manager Introduction, is when a manager goes in right before you work numbers with your buyer. The few minutes a closing EMI takes saves...
What is the Enemy of Excellence?
What do you think is the enemy of excellence? When I ask this question in my live trainings, most people say things like:failure, imperfection, inferiority, unimportance. These are all antonyms for excellence.They are not the enemy of excellence. So, what is the enemy...
Ben Franklin Close
The Ben Franklin close is a pro and con list. If the pros outweigh the cons, do it. For decades, sales consultants and managers have been using this type of close to help decrease buyer's fears and help them feel comfortable buying the car today. It is a way to...
A Life of Abundance
Abundance or scarcity.How are you living your life? Living a life of abundance is so much bigger than your material possessions or the size of your bank account. Abundance is a mindset. It is a way of living your life. How can you tell if you are living with abundance...