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…


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

he Manus Group Sales Letter

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…


Do You Have Leaders or Bosses Driving Organizational Success

Leaders Or Bosses Driving 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…


We All Have a Dream

On August 28, 1963 in front of Lincoln Memorial in Washington D.C., Martin Luther King Jr. delivered a speech that became a pivotal turning point in U.S. history.  What made Dr. King’s dream a reality was his literally devotion to being in action.  He acted despite adversity, ridicule and criticism.  His thoughts and opinions were …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…


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