Stop Whining About Price
Price cutting is a self-inflicted wound. Nobody holds a gun to your head and makes you cut your price. I know that many of you are thinking right now: "There is so much competition today that you...
View Article10 Tips for Recruiting Sales People Successfully
10 Tips for Recruiting Sales People Successfully Sales people provide life for all companies. If everything starts with sales people, it only makes sense to make sure that you are...
View ArticleThe Death of the Traditional Dealership: Part 1
The traditional dealership is dead, but some have not had their funeral yet. It seems as though as much as some things change in the auto industry, as many things stay the same. Every week our trainers...
View ArticleWhy Your New Year's Resolutions Fail
When you read the title to this article, did it make you wince? Did it make you a little angry? For most of you, you have already let your resolutions go to the wayside with empty promises. The good...
View ArticleThe Death of the Traditional Dealership: Part 2
Do you feel like you are missing out on something? Are you confused as to what the next step is in making your dealership successful? It’s a different ballgame than it was even just a few years ago....
View ArticleThe Death of the Traditional Dealership: Part 3
Every year at the NADA Convention, the exhibit hall is full of CRM and BDC companies displaying their wares. Dealers spend massive amounts of money in a frenzy to buy the “magic button” CRM or BDC...
View ArticleThe Death of the Traditional Dealership: Part 4
Everyone talks about change, but few people embrace it. Change is growth, and growth is positive and unavoidable. If you don’t change, the world will change without you and leave you behind. In...
View ArticleThe Death of the Traditional Dealership: Part 5
The average dealership hires a salesperson and, after a brief introduction of paperwork, allows the salesperson to begin talking to and selling to their customers. Some dealerships may send the...
View ArticleThe Death of the Traditional Dealership: Part 6
Everyday managers walk into their dealerships in the morning and start their day with tasks or TO-Do list items. Unfortunately, those items rarely involve direct interaction with their sales team. The...
View ArticleThe Death of the Traditional Dealership: Part 7
“The more things change, the more things stay the same.” This quote can be an accurate reflection of most industries. With all the massive changes underway in the automotive industry, the majority of...
View ArticleThe Death of the Traditional Dealership: Part 8
Surveys continually show that people dislike buying a vehicle. Although the numbers have gotten better over the years, people still dislike the car-buying experience. The key word here is “experience.”...
View ArticleCreat a River of Leads
Every salesperson is really in two businesses: the people business and the marketing business. If you are great with people but don’t have any customers to demonstrate this quality to, you’re in...
View ArticleFrom No to Yes
Don’t you hate to hear your customer say “no”? You spend a lot of time and energy with a customer and when you get to the final stage of the sales process, the customer says the dreaded “no” word. You...
View ArticleChoose To Win Or Choose To Lose
Traffic is slow, business is weak, the economy stinks and banks aren’t buying. Repeat this mantra 100 times and see how you feel. I promise you that if you replay this message enough, you will believe...
View ArticleAre You A Hustler?
Do you hustle? I mean really hustle. As a kid growing up I was a huge fan of the Big Red Machine, Cincinnati Reds baseball team. Pete Rose became my favorite athlete. Forget about Pete Rose as a man...
View ArticleAction
Two things keep people from being successful: laziness and the lack of leverage. The good news is that neither of these are incurable diseases, but they can be if left untreated. Let’s take a look at...
View Article12 Solutions For Being a Better Leader
Great leadership is essential in creating great teams. Expect more of yourself and your team will follow. The leader is the final reason for success or failure.
View ArticleIt's All In The Stories
Facts tell and stories sell. If you want to become really good at sales, then you must know how to tell your story. People think in pictures and they can and will follow a story. People learn better...
View Article7 Tips to Handle the Issue of Price
Never give something without asking to get something in return. This establishes value in your price, your proposal of the price and you. You are also establishing some pain to the practice of the...
View ArticleI Want To Think About It
“I want to think about it.” Baloney. If you believe and allow this excuse from customers, you and your family will be eating Ramen Noodle soup your whole career. When customers tell you they want to...
View ArticleAutomotive Sales Training - You Can Make Things Happen
Thoreau once said, “Things don’t change, people do.” If things are to happen, you must make them happen. Good people and businesses always make things happen. Let’s look at the essential rules of...
View ArticleHigh Performance Selling and High Performance Negotiating Workshops
Click Here to find out more information about Mark Tewart's upcoming workshops. ...
View ArticleAutomotive Sales Training - You Are the CEO
Are you the CEO of your company? If you’re a sales person, and you answered no to this question, think again. To be successful you must have a CEO mentality. All successful sales people view themselves...
View ArticleAutomotive Sales Training - Fake It Till You Make It
You are who you decide to be at any given moment. It does not take money, a degree, a certain age, a certain appearance, tons of experience, knowing the right people, past success or any other...
View ArticleAutomotive Sales Training - How to Build a Winning Team
Each year at the start of football practice, Vince Lombardi, the coach of the Green Bay Packers started his season the same way. His opening statement to his players was, “This is a football.” Every...
View ArticleAutomotive Sales Training - Find Your Hidden Wealth
What is hidden wealth? Hidden wealth is an unused, dormant or under utilized part of your business that contains great value. All businesses have at least one hidden wealth. Even the best businesses in...
View ArticleAutomotive Sales Training - 7 Steps to Immediately Increase Your Sales by 20...
There are seven steps to make immediate change. These steps can be used to quickly increase sales by a more significant amount than you have ever experienced.
View ArticleAre You A Professional Or A Lot Lizard?
Drive up to a dealership and you will most likely see a lot lizard. Their species is easy to spot. They tend to congregate in front of the dealership, smoking, joking, complaining and waiting to wait...
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