Objections vs. Stalls
If you’ve been selling for any length of time, you’ve been told that you have to overcome the buyer’s objections for you to make the sale. But is that true? What if it’s not an objection but merely a stall? And how do you tell the difference? Some may try to tell you that they’re […]
What To Do In Times Of Crisis
This blog is not meant to be time-specific, but rather more general in nature. In light of recent events, however, I thought I’d write about operations in times of crisis. If you’ve been in the business world for more than a year or two, you’ve experienced up cycles as well as down cycles. It’s just the […]
Stop Trying to Sell Stuff
I would argue that the majority of salespeople are unsuccessful in their chosen field (automotive or otherwise). Turnover abounds and people hop from job to job, hoping to find the right fit where sales are “easy.” They’re unsuccessful because they blame everything and everyone around them for their situation. In the car business, they will […]
Newsflash: You’re Not Closing Anyone
There are hundreds, maybe thousands, of programs, videos and books about “closing the sale” available today. Your email inbox probably has a message right now from someone who can double your closing rate and make your life a series of Instagram photos from vacation with all the extra money you’ll be making from their can’t-miss program. Just […]
Hiring Smarter Than You
One of the most important functions a General Manager has is talent acquisition. Retaining that talent is another topic, but let’s focus on getting the right people through the doors in the first place. My mentors have afforded me the opportunity to sit in all the chairs around the store and work those respective jobs […]