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On value...

Scott Adams, creator of 'Dilbert' and author of 'How to Fail at Almost Everything and Still Win Big'

The best financial advice I ever got was "Price yourself high and see what happens." Humans aren't good at knowing their market value. When I started doing paid speaking engagements I had no idea how to price myself. A mentor told me to quote an absurdly high price. The client accepted it without hesitation and offered to pay my travel expenses as well. I no longer underprice myself.

 

Great advice. It also heavily applies itself to how to determine pricing for all of the F&I products you offer for sale on a menu or the first pencil on a car deal worksheet.

Think about it...it's all in your head...

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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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Respect...

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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The little boy and the snake...

One cold and windy winter morning a little boy was playing in the woods. Walking down a path, he came upon a snake. It was stretched across the trail and frozen solid like a broom stick. The boy picked up the snake and ran with it all the way home.

Once home, the boy warmed the snake by the fire. He fed it. He watered it. Slowly, over a few days, the snake regained it’s health. As soon as the snake was 100%, it coiled up and struck out, biting the little boy. As the boy lay dying, he managed to gasp a final question to the snake. “Snake I found you dying, I loved you, fed you and this is how you repay me?!” The snake coldly replied “When you picked me up you knew I was a snake.”

The moral of the story: Be careful with when dealing with people that you know to be problematic. Never let your ego get in the way. People will not change their root behaviors simply because they are dealing with you.

Read, apply and make more coin, now!

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