Finding The Reset Button

by Scott Bradley Have you ever wished that you could reboot your sales career? Do you find that tackling a new prospect or following up with current clients isn’t exciting anymore? Perhaps the new guys are outselling you, and now both your productivity and attitude are at the bottom of the sales board.  If this is happening to you, maybe it’s time to hit the reset button on your business plan. We’re all familiar with rebooting a slow running or frozen computer. We simply power it down, wait 30 seconds, and turn it back on.  The reboot allows...

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When And How To Make A Turn

by Michael Hargrove Tweet How far should a salesperson take the transaction before they get someone else involved? When is the right time to make a turn? What is the best way to make a turn? Should turns even be made? These are questions common to virtually every auto sales training event I’ve been involved in. My colleagues and I (in the training field) each have our own experiences, theories, and guidelines. Some of them differ wildly. And even though a few of us like to think we know the hard and fast rules of turning, in truth,...

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The No Money Down Syndrome

by Michael Hargrove Tweet       Each month, I get one or two requests similar to the one I received from a salesperson named Phil who works at a dealership in the northwest. I thought it would be a good idea to share with you his particular e-mail and my response. Phil wrote: In my sales meeting today we were told that getting cash down is our biggest problem. I understand that cash down means gross, however the industry advertises “$0 down delivers” and sometimes it is difficult to overcome that objective [objection]. Could I get...

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When Customers Ignore You – Five Business Building Tips That Costs Nothing

By Jeff Mowatt Remember the days when people noticed good customer service, talked about it, and most importantly – rewarded you for it?  Happy customers would return and spread the word.  In today’s fast paced world however, people are so rushed moving to the next thing, or so distracted by their mobile devices, that good customer service is overlooked.  Fortunately, as I share in my seminars, there are several easy things you can do that will enhance your service and boost your business which your customers will actually notice.  Best...

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My Life’s Priorities (part 2)

by Michael D. Hargrove Print a PDF of all of the Life’s Priorities exercise worksheets here Reduce your priorities into ONE word for each (you may want to combine or eliminate some of them). Remember this is your life and your priorities. Their definition need only be relevant to you. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. Now go back and rank them (on the right) in order based on the following criteria: the definitions ,values, rules and beliefs attached to each of these priorities. © Copyright 2013 by Michael D. Hargrove and Bottom...

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My Life’s Priorities (part 1)

by Michael D. Hargrove Print a PDF of all of the Life’s Priorities exercise worksheets here or use notebook paper.   List your life’s priorities or everything in life that’s important to you. Avoid using one word answers like “peace,” “happiness”, “love,” “success”, etc. at least for now. Be specific and detailed. 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. You can use the back of this sheet if you need to. Next Goals Page © Copyright 2013 by Michael D. Hargrove and Bottom Line...

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Life’s Priorities Exercise

by Michael Hargrove     Tweet   “If you don’t stand for something, then you’ll fall for anything!” – Jim Rohn Unfortunately, most of the people we know fall into that group of souls who simply go from day to day, situation to situation, gladness to gladness, crisis to crisis, reacting to whatever is thrown in front of them. They never really think about what they want, what they believe, and what they stand for. They sort of live their lives in a fog, neither overjoyed nor miserable, devoid of any real passion,...

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Attitude Is Everything

By Francie Baltazar-Schwartz   Jerry was the kind of guy you love to hate. He was always in a good mood and always had something positive to say. When someone would ask him how he was doing, he would reply, “If I were any better, I would be twins!” He was a unique manager because he had several waiters who had followed Him around from restaurant to restaurant. The reason the waiters followed Jerry was because of his attitude. He was a natural motivator. If an employee was having a bad day, Jerry was there telling the employee how...

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The Changing Nauture Of Friendship

(Found on the Internet without an Authors Signature)   As we have grown and changed so have our ideas on friendship… 1. In kindergarten your idea of a good friend was the person who let you have the red crayon when all that was left was the ugly black one. 2. In first grade your idea of a good friend was the person who went to the bathroom with you and held your hand as you walked through the scary halls. 3. In second grade your idea of a good friend was the person who helped you stand up to the class bully. 4. In third grade your idea...

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Another Random Act Of Kindness

by Michael D. Hargrove     Tweet   I want to share with you a true experience that changed the way my friend Tom lives his life and indirectly my view of the world. At the time, Tom was waiting tables at the Newport Bay Restaurant on the waterfront in Portland, Oregon. As he was listening to a couple he had been serving quietly explain how they had somehow misplaced their money and didn’t have a single credit card on them, his thoughts ran from how to avoid an embarrassing situation in a crowded patio of patrons to how this was going to...

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