What do our Internal Customers say about our business?

Please click above to watch the video Most of us owners, GM’s and department managers understand the theory of two types of customers, external and internal.  Yes, internal customers meaning our employees. We as an organization or dealership spend a lot of time and...

Creating a sense of urgency (Pt 2)

Please click above to watch the video Continuing on from the last video, this video takes us through how to continue to create urgency with the feature, function, benefit presentation. Our job as salespeople is to help our customers take mental ownership of the...

Create a sense of urgency

Please click above to watch the video It is our job as salespeople and managers to create a sense of urgency with our customers, so they can enjoy the "buying fever" - it is a thrill to make a large purchase, and by creating a sense of urgency, we encourage customers...

Wrapping up a Communication Present!

  Please click above to watch the video Keeping with the holiday spirit, I thought I might suggest a “customer holiday present” …. yes, communication!!! When you think about it, how enlightened, joyful, and kind hearted do our customers get, when we execute… proper...

Do you really want to get better?

Please click above to watch the video It seems a rhetorical question to ask anyone in sales or management if they really want to get better - the reason I ask is that a lot of people want to get better, but don't really know how. As I state in the video, in order to...

Follow up with your no-shows

Why Follow-up on “No-Shows” Our appointment process or what I like to call our “reservation process” may be a little antiquated in a couple of areas. Here are a couple of questions you can ask when looking internally at this process to realize if it is up to speed or...

Beat your competition!

Please click above to watch the video. Whether you like it or not, we live in a competitive world, and those of us in sales work in a competitive environment. There are other salespeople, managers and dealerships all fighting for the same customer's business. So why...

Coaching, Motivating and Mentoring

Please click above to watch the video Those of you who follow our blogs and read our newsletter know I’m going to talk about it, yes that’s right it’s football season!!! My favorite time of the year to watch which coaches did the best job in preparing their teams for...