Management for All – Accountability

This is the second post on management for all levels of business.  In the last post I explored using transparency as one of the base tenets of running a successful Dealership.  Now I am moving on to transparency’s older sibling, ACCOUNTABILITY. Dealerships have become experts on the individual process of handling a transaction.  It has […]

Management for All – Transparency

I want to give the Automotive Dealers around the country a pat on the back.  As a whole, Dealers have process figured out. If you ask 90% of the Dealer employees what they are supposed to do when a prospective client enters the facility you will get a great response.  Amazingly, from coast to coast, […]

Is this how your clients are greeted?!!

I just watched the craziest greeting of a prospective client on a car lot I have seen (not in a good way either). The Sales Consultant watched the client from about 100 feet away.  Being very careful to stay out of the line of sight, so as to not have to answer any questions.  I […]

Stop Selling – Start Serving

Every place I travel I keep getting asked the same question, “What is your best tip in Sales?”.  There is one great answer, STOP SELLING. I encourage all my graduates to give their new title as Sales and Service Liaison at …… If you surveyed all your clients entering the Dealership and asked them to […]

Hiring Success – How to be a Pro!

With the giant upswing in business, now is the time to get out and hire a quantity of quality people with no bad habits.  Sounds easy, but here is the low down on making a successful campaign. It starts with planning people involved, number of hires, mapping out timing, and researching the best advertising sources. […]

Valentine’s Day Massacre – Part Duex

In my last post I wrote about the initial experience walking in to a restaurant the Saturday after Valentine’s Day.  Finding out there was no reservation, rude employees frustrated with aggravated customers, and disappointment of a ruined experience.  In many ways this mimics what happens in a poorly executed Sale or Advertisement in a Dealership. […]

A Valentine’s Day Massacre – Part I

Being on the road during the week, I missed Valentine’s Day with my beautiful wife for the first time since we started dating.  This meant that celebrating on the Saturday after had to be extra special! I had been looking forward to being home, and couldn’t wait for some R&R time with the Misses. I […]

Get the Gold – This Week’s Reading Post

One of my recent recruiting and training deals brought me to a Dealer that was dissatisfied with his staff.  While this is not unusual, I greatly prefer coming in to grow a staff to get more business.  In this case hiring of new Sales Consultants was meant to “shake up the lot lizards”. I felt […]

Slumps are for chumps! This weeks reading list.

This weeks highlighted book is “Little Red Book of Selling”  by Jeffrey Gitomer.  I selected this book based on a message I received through Facebook from one of my previous students. This student has had a lot of success the first three months on the car business, was actually the Sales Consultant of the month […]

Retain Your Sales Consultants – It’s in the Doing

Welcome all, as January is roaring to an end.  I recently attended a memorial for my Grandma, a feisty 95, and heard something, that upon reflection bears repeating. My oldest and wisest cousin (he is going to have a big fat head when he reads this) stood up to talk about our Grandma, and said […]