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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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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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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Parents: “Be Where You Are!”

by Michael D. Hargrove – Soccer Dad     Tweet   When you really struggle to find 60 coaches for around 700 kids, you get to hear the words “I’m sorry but I’m just too busy” a whole lot! You want to say, “I’m busy too pal! I’ve got kids, a spouse, a business, a workout regimen, I speak all over the country, I coach baseball, soccer, indoor soccer, take the kids to gymnastics and swimming lessons, volunteer at the kids school, and I’ve volunteered to help put the club’s teams together....

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When My Son Looks Over His Shoulder

by Michael D. Hargrove     Tweet My oldest son, Zachary, seemed to be getting worse. He is a great kid, quite big compared to other seven year olds, with an equally big heart and a wonderful laugh. Lately, though, Zach seemed to be sad, withdrawn, and grumpy. He whined a lot more too. Every day he seemed to become more and more negative, even occasionally being mean to his younger brother, Jeffrey, which, unlike other kids his age, was completely out of character for Zach. My numerous inquiries into how he was feeling and what was wrong were...

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Make The Call

by Michael D. Hargrove     Tweet This story you are about to read is true and is dedicated to the memory of Gayle Belnap. “Make The Call” is an exercise in which I ask the audience to imagine; you are on a 747 en route to Europe. You’re traveling alone. It’s a normal flight in every way. You settle down for a pleasant but rather long flight. About fifty minutes into it, you notice a slight vibration in the plane, but it’s barely noticeable, as a matter of fact, no one else is noticing it so you don’t give...

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The Two Things Strategy

by Michael D. Hargrove     Tweet “There are two things you must do to get anything in life you want,” my father would tell me. After turning 15 1/2, it became time to test this strategy out. The first part of the deal, I had already nailed; maintaining an A average throughout junior high school. This first condition, I must admit, was pretty easy to do. For years learning, and learning of any kind, had been my passion. So, long hours of study and excellent grades came fairly easily. The second part of the deal was going to prove...

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