I run into people all the time who proudly proclaim they “used to sell cars”. If I were a dentist, or a doctor or an attorney, I wonder if I would run into as many people so proud of no longer practicing the profession.  Obviously , a large part of this phenomenon is the checkered past of the car business. Many people aren’t proud to tell others that they’re even IN the car business, much less on the “sales” side of the business.

Except for the successful ones…  When they’re successful, they tell everyone they know. Read more…

For Managers hiring, published value, steps to a sale, successful, training

You don’t need me to tell you that times are not as good as they have been in the past.  The silver lining in this cloud is that a our areas of improvement are now glaringly apparent for both salespeople and sales managers.  Since the direction in most dealerships is a top-down issue, we’ll focus on the managers in this discussion.

Let’s take a look at a typical desk manager’s daily routine… Read more…

For Managers desk manager, low ball, managers, negotiate, roam the lot, roll play, salespeole turnover, training