Automotive Management Training

Automotive Sales Training: Three Strikes and You Are In!!!!

Both automotive management and sales staff struggle with vendors, prospects and/or clients that fall out of communication after a dynamic conversation.  Usually after three attempts, the manager and/or salesperson will give up without success.  Hence, the Three Strikes, You Are Out Rule. Consider a twist on that play…three strikes and you are in!!!!  Normally, we …read more…

Let’s Play Ball: Winning Teams Recruit and Train

Wikipedia defines “Teamwork [as] the capability to comprehend and recognize the diverse strengths and abilities in a group setting and then applying them to one final solution. The Winning Team concept has spread from the world of sports where it is well known and accepted, to business, so much so that it is in danger …read more…

Sales Training: Bringing Value to Your Day

“You don’t get paid for the hour.  You get paid for the value you bring to the hour.” ~ Jim Rohn Recently, I had a day in which the time seemed to sit still.  I glanced at the clock for the tenth time and it was only 1:30pm.  How could this be?  I felt like …read more…

Automotive Sales Training: Dressing for Success

Part of my life was spent in Southeastern Oklahoma.  I remember teenage boys coming to the ranch dressed in their “good jeans” with a tucked-in “nice shirt” and driving their daddy’s “dress truck”.  The purpose was to show my aunties and uncles, that they were gentlemen and worthy of the responsibility of the social company …read more…

Automotive Sales Training: Managing Superstars

Everyone has worked with Negative Nellie and Cantankerous Craig and seen how they can poison the waters of progress with their hater-aide.  Their less than inspiring attitude spreads like a cancer through what was once an optimistic and forward moving team. There is however another team mate that can chip away at the achievement of …read more…

Auto Sales Training: Diplomatic Immunity from Unreasonable Expectations

Recently, I was asked to make an appearance as professional spokesperson.  Unfortunately, there was no clear leadership and miscommunications abounded.  Even the day of the event, it was not clear what was going to transpire.  I tried to be prepared for anything.   After the event, I received this text message, “A diplomat is a …read more…

Relationship Building is the Key to Auto Sales Success

I love going out to dinner when the wait staff remembers me and greets me like a friend.  The looks on my guest’s faces are priceless!!!  Everywhere I go, it seems the red carpet is waiting on my arrival.   Even my friends are eager to join me because, via association they too get special treatment.  …read more…

Do You Have Leaders or Bosses Driving Organizational Success

There is no mystery in the concept that the happier employees are, the more productive they are, resulting in greater profits for your organization.   Read the descriptions for a leader and a boss and determine what is the driving force in your dealership. Leaders are people that are responsible for inspiring, guiding and leading a …read more…

Customer Service Through Unscripted Caring

Each year, I make the pilgrimage from coast to coast to spend time with my family.  It is a journey I greatly anticipate as I find myself not only home sick, but in need of family time after a few months away.  I eagerly anticipate my work day to end and the voyage to begin …read more…

Be Better at Your Best

I have been fortunate in life in that I have been given the opportunity to have worn many hats, including that of an entertainer.  One of the shows I was involved with featured a song from Disney’s Cinderella, in which I sang these words:   A dream is a wish your heart makes When you’re fast …read more…

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