Mgmnt Skills

by Bruce Wares Recently, there was a young man who graduated from college and decided to seek employment. He hoped to find a job somewhere away from his home town. He walked into the local bus station, approached the ticket counter and asked the clerk for a bus ticket. What do you suppose the ticket […]

by Pam Lontos Highly successful men and women have one thing in common – They have specific predetermined goals that they work toward. If you want to win big in life, your first step on the highway to success begins with you, a piece of paper and a pen. When we get into our cars

by Pam Lontos Charles had been eager to start with a new company as a salesperson. He had sold before, so sales wasn’t new to him. The new company gave him no training, but he was ready to get out there and close sales. His first month was pretty good. He just made his draw.

by Patricia Fripp, CSP, CPAE With so many fascinating opportunities before you each day, how do you decide which are for you? Start by asking yourself these nine questions to help you judge whether an action is appropriate for you. 1. DOES THIS EARN A LIVING FOR ME? In a material world, we all have

by Jeffrey Gitomer   The question of the century: Where do you find great salespeople — the key to growing your business? Answer: The great salespeople are working. They may not be happy, they may not be satisfied with their situation and they may be looking for change — but they’re working. Okay, so how

by Mark Tewart   Most automotive dealers face the same age old problem; how do you get and keep good salespeople. Because of the lack of expertise, time and the more efficient use of time, many dealerships continually find themselves hiring new salespeople and then putting them on the floor with the hope of success

by Mark Tewart   One of the industry buzz themes being pondered by many dealers today is One Price Selling. The verdict is out so far as to whether one price selling works in the long run or not. Most dealers, understanding the highly competitive nature of their business, are not willing to risk their

by Mark Tewart   How much is your advertising budget? Why? These are two of my favorite questions to ask a Dealer or General Manager. The usual answers that I get lead me to believe that in general, automotive dealerships and most all businesses from any industry become myopic in their approaches to doing business.

by Dave Anderson A recent survey of Fortune 500 executives found that 71% said character was the number one trait looked at to move up the corporate ladder because without it, nothing else will matter for long. Character is the point of trust that links leaders with their followers. By the time one is in

by Joe Verde It takes more than a smile and product knowledge to succeed in sales and too many of you are missing those extra sales simply because your salespeople haven’t been taught the other things they need to know about “how to sell cars in today’s market”. At a quick glance, a lot of