Graduate Resources

Sales Training: Building Relationships on Social Media

Rejection is part of the sales professional experience, but selling is a personal experience for both the salesperson and the buyer. Long sales cycles, endless follow ups via email and phone and no-after-no cannot only be brutal on the morale of a salesperson; it is often not much fun for the buyer either.  Now when …read more…

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…

How Salespeople Have Impacted American Progress

We all must remember, nothing happens in our economy until something is sold!!!   The selling of goods and services is the driving force behind our economy.  Taxes are collected when something is sold, providing the funds necessary for Government Services.  Ideas are just dreams until those products and services on sold in the market.  Factories …read more…

Auto Sales Training: Communicate with Impact

Sales letters are important tools for interactive marketing, lead generation and nurturing sales opportunities.  In the age of digital marketing, usually one of the earliest experiences a potential consumer will have with an organization is some impersonal written for the masses word format. Selling is like dating.  Imagine you are on a first date; would …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…

Getting Smart About Automotive Sales Staff Recruiting

Sometimes our focus on growing profits can lead us to make decisions that have us working harder and not smarter. For example, cutting corners in regards to recruiting and training sales personnel. The fear of loss of investment if the employee leaves, can spiral into an evolving sales team in which more and more members …read more…

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