No one likes to have their cheese moved. Change is usually annoying but it can be much less disruptive if we are able to secure an easy, initial victory! Oftentimes the biggest impediment to change is inertia. Get things moving in the right direction by looking around for an easy win. When things appear to […]
Having a bad month, are you? Couldn’t give away a shotgun during a prison riot? Instead of the Midas touch you’ve developed something, perhaps, more akin to that of the Grim Reaper? If this describes your current state of affairs, or when it happens next (because we all fall into ruts, from time to time)…remember, […]
We talk about it all the time. It is our responsibility to share information with our Guests so that they may make more well-informed decisions regarding how to best protect their investment! We aren’t well-prepared to do this if we don’t possess the necessary information, ourselves. For example, recently a good friend and neighbor called, […]
Recently, a colleague showed me a menu from a local restaurant. He asked me to take a look at the names chosen for some of the menu items. “Does that make any sense to you?” he asked. “By looking at the name of several of these items, do you have any idea what the dish […]
I have been extremely fortunate, in my travels, to make the acquaintance of some remarkable folks…many bright, talented individuals who each bring a great deal to the party, if you will. A very successful Dealer Principal, for example, once shared with me that, “folks will forget about what you say and they’ll forget about what […]
We have seen it countless times, over the years. A new Salesperson joins the team and is motivated by hope for gain. They may not know much more than the very basics…be nice, ask a few questions, and listen a lot! Their lack of product knowledge may even prevent them from speaking too much, because […]
It is incumbent of us, whenever possible, to get in front of our Guests as quickly as time allows. After all, once a Buyer’s Order has been signed, our Guests are relieved to have reached what they may believe is the conclusion of their car-buying decision-making. They are at a peak emotional point. Time, however, […]
Do all our Guests immediately understand what we are sharing with them? Unfortunately, of course the answer is “No!” This applies to even the most effective communicators, among us. We may take for granted that what we have just reviewed is self-explanatory. But remember, our Guests don’t do this everyday, and they may just be […]
What sort of sentiments are you telegraphing to your Guests? Is it… a.) I’m having a great month b.) no way, not another cash deal c.) I’ve got to be out of my mind, doing this for a living, or d.) I think I got food poisoning at lunch ? A, b, c, or d…you’re […]
Educating may be defined as 1). Giving (someone) training in, or information on, a particular subject or 2). developing the faculties and powers of (a person) by teaching, instruction, or schooling. Consider this approach, to what we do, compared with that of selling, which may be defined as persuading someone of the merits of. While […]
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