Did You Know…

• More salespeople are millionaires than physicians. • 70% of self-talk (what you tell yourself) is negative and huddle talk is even worse. • We spend over 11 hours per day watching, reading or interacting online or on TV (2 hours & 15 minutes of that is on social media). We check our phones over …

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Winning Attitudes

Albert Einstein did terrible at arithmetic, Winston Churchill got lousy grades in English, and both ended up being two of the greatest men in history. And I saw a pic of Jeff Bezos the other day when he started Amazon in his apartment. Now he’s worth $135,000,000,000 (135 billion dollars). Persistence eliminates resistance! Whether you’re …

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Choose Your Pain

I’d be the first to admit that becoming more successful involves change and to most people, change seems painful. I don’t know if you’ve heard it, but this statement below was one of the most important ‘truisms’ I learned… There are 2 kinds of pain in life, Discipline or Regret. If your roof leaks, you’ll …

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New Year Means Get Out Of Your Rut

How long have you been selling the same number of units and earning about what you earned last year? If you’re like most salespeople who’ve been selling for a while – the answer is probably close to this… Last year, I sold just a few more or just a few less than I usually sell. …

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2019 Is Here…What will you do different?

It’s a brand New Year and that means it’s time to get out of your rut and sell more! How long have you been selling the same number of units and earning about what you earned last year? If you’re like most salespeople who’ve been selling for a while – the answer is probably close …

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Are you reciting the product manual or selling?

Your most important tools in how to sell and making the sale are your communication skills, and we’ve covered this before… 7% of effective communication comes from the words we say, 38% comes from how we say those words (tone and inflection) and, 55% is through our body language. Because what you say is the …

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Sell A Few More Each Month – The Easy Way…

You always have a “personal assistant” with you…Here’s how to use it to help you sell more! There’s a lot of organizational stuff most salespeople aren’t very good at. The good news is your iPhone or smartphone can easily help you sell more and earn more. Here are a few ideas on how you can …

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Selling More Cars In December

The holidays and gift giving can be great closing tools to help you deliver more units this month. Put a new car, truck or whatever you sell on the showroom floor with a big red bow on it, and start talking about “Christmas presents”… NOW! People love giving presents, especially to themselves. I discovered a …

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Take A Quick Personal Survey

A lot of people in sales do everything but what they need to do to sell more cars and earn more money. They’re happy, they love their job, they love the dealership, they love their customers and they may even put in double shifts every day. The problem is they haven’t learned to sell, and …

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Take Them on a Mental Ownership Cruise…

People don’t buy cars, boats, bikes or RVs until they’ve already taken mental ownership. Try to remember that none of us buys anything, even something as simple as a bottle of water, until we visualize ourselves using it for the purpose we want or need it for. When you’re thirsty, you think about something to …

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How You Count Things Will Control Your Career

Amateurs count the times things they do don’t work. Why? It helps them justify not doing the things you have to do in sales to sell more, earn more and control your career in sales. “I made 5 follow up calls and nobody came back in – what a waste of time.”  “I tried staying …

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Sell More When The Main Thing Stays The Main Thing

Isn’t it great when you’re on a roll and having that great day, great week or great month? When you’re ‘on’, doesn’t everything you do or say just seem to come out right? What makes that happen? When you’re selling cars, making money and talking to prospects all day, your mind slips into automatic and …

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The Generation Gap…

What’s most important to…Baby Boomers, Gen X & Millennials? There’s a lot of commotion about the differences between these age groups. If you really listen to them though, they’re really almost the same when it comes to actually buying the vehicle. The biggest difference between these groups is understanding how they shop for a car, …

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Tricks, Traps, Treats…

The “Tricks” below are 5 traps salespeople fall into that cost you sales. The best “Treat” I can give you is my FREE BOOK – Earn Over $100,000 Selling Cars Every Year. There’s an entire chapter on avoiding the traps, and 15 other chapters full of career-improving information. Click here to order your free book …

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Expand Your Used Vehicle Inventory

If you had 2 or 3 times as many units on the used car lot as customers ask for, could you sell more every month? You actually do have that many or more, but instead of expanding your inventory, salespeople actually shrink the options your customers have. What do I mean? Isn’t this how most …

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Keep Up Your Momentum

How can I keep my momentum going after I sell something? When runners hit that sweet spot on a long run, they get a runner’s high, that second wind. They’ve reached the point where they’re at their optimum performance level. If they stopped then to take a break, they’d lose the momentum they worked so …

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Being Productive

“Am I doing the most productive thing possible right now?” Write this question down on a few business cards and put this note to yourself everywhere – so you’re constantly reminded to “work” when you’re at work. Put a card on your dashboard, on your telephone at work, in your pocket so you’re reminded every …

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The Psychology of Buying

Which statement is correct? Buying is logical – and negotiation is emotional. Buying is emotional – and negotiation is logical. Fact: For 95%, buying is an emotional process. Think about it; very few people need to buy a different vehicle than the one they have now. They buy because they want a different vehicle. Price …

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