Confidence comes before performance...

"Knowledge breeds confidence...

Confidence breeds enthusiasm... 

...enthusiasm sells! "

Confidence is the salesperson's armor. To be effective as a sales person, you must be able to portray a sense of confidence in your product, as well as, in your ability to deliver value to the customer. A healthy dose of confidence will deflect the arrows fired at you by an impatient customer that wants to get right to price. Being knowledgable about your product, dealership and your value proposition will give you the confidence to give an enthusiastic presentation and keep you firmly on your track to the road to the sale.

Charles Almand, President of Trident Protection Systems, shared wisdom with me on helping sales people become confident in public speaking. He said "Imagine yourself in front of a large group of people in an auditorium, about to give a talk on a certain subject. In scenario 1, you have little command of the subject you are going to speak about. Undoubtedly, you will...

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A simple success plan...

Car Guys and Gals are the hardest working group of sales people on earth!

Often working six days a week, 12 – 15 hour days with sometimes no day off, car people work in a stressful environment. Car people must generate the highest levels of profitability, volume and CSI.

At any moment in the Car Guy’s day he might be showing a customer where the Parts Department is, while a referral waits at his desk, F&I is paging him (because he missed the new car mileage), he has a call waiting on line 4 as he ducks into the lunch room to try and choke down just one bite of ice cold pizza and his manager is calling him out onto the lot because he thinks he is trying to avoid snow removal.

Oh, yeah…his wife is still on line 4 wanting to know why he isn’t headed home for Johnny’s Christmas play.

Most car people will never reach their true potential or the level of success that they desire because...

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Recently, I was speaking with a manager that I know and he made this statement.

“I don’t care if my people like me, as long as they respect me.”.

I can’t disagree with him more.

I have heard this flawed logic before from a barbarian manager that I worked for.

He used that position to misuse his authority and abuse his employees for years before the karma police showed up, put him in cuffs and to the sound of applause, hauled him off the scene.

What goes around, comes around.

Sowing and reaping.

Treat others as you want to be treated.

We have all learned these truths as children.

The bottom line is that if someone says they respect someone without liking them; that is called fear.

They are really saying that they fear that person.

People want to buy from people that they like.

People want to work for people that they like.

People generally respect people that they like.

Champion football coach, Lou Holts says it best.

Lou says, silently people ask...

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3 Perfromance heroes say this...

A trio of sports legends.

What can these three gents teach you about selling more cars or holding additional gross?

Jack Nicklaus has said that he never has had the prettiest golf swing. Jack has expressed that he did one thing better than all others. He managed himself around the course . He managed his emotions. He walked the course before the tournament and knew all of the distances to the pin from various positions that he anticipated being in. He mentally rehearsed each round before he played it. He knew when he had to crush a drive and he accepted when he needed to lay up, without letting his ego get in the way.

Michael Jordan said he could except himself failing, he simply could not except himself not trying. Period.

Sugar Ray Leonard is a soft spoke warrior of incredible ferocity in the ring.  He said that no matter what you were trying to accomplish, you had to do the road work before you stepped in the ring. In boxing that means...

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4 Conversations that will make our break your deal...

There are four conversations that must take place during the road to the sale to maximize profit on a car deal.

1. The sales person qualifies the customer at the meet/greet.

2. The sales manager interviews the sales person at the first pencil.

3. The F&I manager interviews the sales manager when the deal is turned over.

4. The F&I manager interviews the customer before delivery.

The sales person qualifies the customer.

The sales person must determine the who, what, why, when, where and how the customer wants to buy a car. He must uncover the customer’s “hot buttons”.

The sales manager interviews the sales person.

The sales manager must determine that the sales person has successfully uncovered the customer’s “hot buttons”. The sales manager must confirm that the sales person has successfully completed the road to the sale. The sales manager must extract the customer’s “hot buttons” from the sales person.


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The secret of car sales success...ssshhhh!

I hear it all day long.

How does Johnny Bustout sell so many cars?

How does Mega Dealership with those crappy franchises make those kinds of grosses?

Joe Blow must be a thief, no one can run that PVR without stealing!

Everyone is looking for the secret.

Everyone is looking for the short cut to glory.

A book on the New York Times best seller list is called “The Secret“.

Anthony Robbins has made millions and millions of dollars by letting people in on the secret. On his cd's Anthony Robbins tells people to take action, now. Apply his advice to your life consistently and you are guaranteed to have success.

Most adults understand, if you are fat and want to lose weight. you must exercise more and eat less. Yet, millions are generated yearly, by new books claiming to hold the secret to weight loss.

In the current car market, there are many challenges to making profit; too many dealerships, overlapping franchises and model options, the economy, unit...

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Pinky rings and gold medallions...

Remember back when you got into the biz?

One half of the salespeople on the floor were green peas. The other half of the floor were a bunch of very crusty older car guys. They had huge pinky rings, with some kind of coin in the face and giant golden medallions around their necks, proudly displayed like an Olympic medal.

The car guys spent most of the day smoking cigarettes at their desk, drinking two or three pots of jet black coffee and reading the newspaper to get caught up on the OTB from the day before. Meanwhile you, the green pea, were involved in massive amounts of “sales activity” from studying the new product manuals, picking up the sales manager’s dry cleaning or moving the lot around for the third time that week.

After mid-day, buyers would begin materializing at the car guy’s desk. It was like they were beamed in by Scotty on Star Trek. “Where the hell did he get that one?” the sweat covered green pea...

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