Articles

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

by Dave Anderson Stress is defined by Oxford Dictionary as “a demand on mental or physical energy.” While you cannot totally eliminate stress from work or life, you can reduce it. While some stress is very beneficial: competitiveness, goals/deadlines and the like, this article will deal with reducing the destructive forms of stress. Everyone has

by Steve Hiatt, Jr.   Everyone wants to feel appreciated. The key is in knowing what makes your employees or coworkers feel that way. What motivates one employee may not motivate another, in so much the same way, appreciation can be shown in many different facets. As a friend of mine taught me, “Facts are

by John Boe In aviation, the word “attitude” is a term that refers to the angle that the plane meets the wind, if the wings are level with the horizon and whether the aircraft is climbing or descending. The pilot who fails to take responsibility for the attitude of his or her aircraft is in

by Gregory Stebbins As a sales leader, have you ever felt like you were at war in your business? No surprise there because modern business is based on a military model. However, today’s business environment is rapidly changing requiring sales managers to look at new and different approaches to leading sales organizations. Now the question