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“I have to thank Michael for a lot of my success. I learn something every time I come here! (Five years now!)” Karen “Big Mama” Martin, Sales – Peterson Chevrolet   “Take this class!! It has been great for me. Three years in the business and I had an increase of 22% from the previous […]

“Very informative. Michael was also very funny.” Brandon M. White – Hinshaw’s Acura   “This was incredibly helpful. Michael Hargrove is the man!” James Branson, Sales/Lease Professional – Hinshaw’s Acura of Fife   “This training was great for both new and seasoned auto sales people. It was clear, concise, and has very helpful information that

“I have seen Michael numerous times and every time I gain more and more insight, motivation, and great techniques. He helps me in so many different ways to grow to another level.” Tyson Hesser, Magic Toyota – Finance Manager   “Thank you for helping me to grow.” Tavo Herrera, Lynnwood Honda – Sales   “Every

“Michael’s workshop is a profound insight into the psychology and behavior of sales. This was incredibly useful not only in determining what works but how and why it works.” Duke Kimball, Sales Consultant – Ron Tonkin Chevrolet   “This is my second time around and I enjoy it each time. I love the interaction and

“This was a great experience that provided lots of information useful for work.” Ivo Stoyanov, Sales – Town & Country Chevrolet   “It’s wonderful for a newbie and the seasoned veteran.” Anonymous   “I thought you did a fantastic job today. It was a tough class since it was so small. I think active listening

    PAGE 2 The Steps to Change Unconscious Competence = Mastery Conscious Competence = Learning Conscious Incompetence = Awareness Unconscious Incompetence = Ignorance PAGE 7 First Impressions? When they first pull up When we first walk up When we first greet them Their last bad car buying experience 1) Our age 2) What we

  The Ten Steps To The Sale. Step One – Whistle on the way to work. PAGE 4 A-2 – Come to work to work. A-3 – Recognize and understand laws of nature. A-4 – Control our emotions. A-5 – Formulate a plan and stick to it. B-1 – Manage our diet. PAGE 5 B-2

Author Unknown, found on the internet by Jerry Ostermiller, President of Auto Profit Centers Fact 1: As each goose flaps its wings it creates an “uplift” for the birds that follow. By flying in a chevron or “V” formation, the whole flock adds 71% greater flying range than if each bird flew alone. Lesson: People

Are You Guilty? by Tim Connor Every day thousands of salespeople annoy their customers and prospects with a variety of actions, behaviors and decisions.  Are you guilty of any of the following?  If you are you might want to re-evaluate your selling behavior.  Why lose sales or customers needlessly when all that might be necessary are

by Joe Verde The “Negotiation Process” is one of the weakest steps for most salespeople. It isn’t taught in most dealerships and learning it through “experience” is slower than a snail and very expensive. And the problem is, both the sale and your gross completely depend on you successfully handling this step like a professional.