I’m sitting in my living room right now, possibly feeling a little melancholy. As with any person who lives their business, my thoughts turn to training, which I love more than anything. To set the stage for my rantings, you should know that I’m...

Every Sales Manager’s dream: The Perfect Salesperson. High personal sales production. Eager to come to work on time. Excited about the department reaching its quotas. Tactful, polite, and well-behaved ...

Sometimes when I conduct training sessions, one of the participants will ask, “Where’s my manager?” And I say, “Your manager claimed to be an expert on sales, and didn’t...

1. Find the inherent drama within your offering. After all, you plan to make money by selling your vehicles or your service or both. The reasons people will want to buy from you should give you a clue as to the inherent drama...

How would you like to increase sales and gross profits on today’s informed customers? People are doing their homework and coming into your dealership prepared. In addition to the internet they may have looked in their local paper (at least let’s...

In all of our research I have tried to determine what makes an Internet department work. At first glance you may think you need a $50,000 Web site with all the bells and whistles, yet I have meet dealers...

One of the complaints I consistently get from salespeople is in the area of splitting deals. I think that this has become such a problem in many dealerships because there are no clear cut policies for what constitutes a split deal, and how it should...

Many sales managers will have little regard for the value of on-going sales training for their salespeople. Many will not provide training because they’re not sure whether the salespeople will still be working there tomorrow. Some will use...

A common complaint among sales managers is that they don’t get enough cooperation from their employees. You have to realize that you need to give before you can expect to receive. If you want employees who will work with initiative, ingenuity,...

In the best of job markets, good salespeople are hard to find. In a tight job market, they can be impossible to find. However, some of the best candidates can literally be under your nose and not in the open job market. Where are the best sales candidates...