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The Leader-Understanding the Team
The stages of team formation according to Bruce Tuckman in 1965 is there are 4 which are Forming – Storming – Norming – Performing – and the 5th one was later added and called Adjourning. I’ve used these stages to determine how to manage certain teams and to know that the same things happen in […]
Birth of the Dragon and the Car Business
Birth of the Dragon and what I learned from Bruce Lee’s principles and how it relates to the Car Business. Attention – He had a knack for getting attention. His goal was to bring light to his style of fighting and made sure when people thought of martial arts they would bring his name up. In the […]
What is a Sales Professional?
“Being a professional is doing the things you love to do, on the days you don’t feel like doing them.” Julius Erving Do you fancy yourself a “Professional”? are you doing what’s necessary, even when you don’t feel like it? These are the types of questions you must ask yourself when you sit idle or aren’t seeing […]
“When the going gets Tough, the Tough get going”
“When the going gets tough, the tough get going” When things don’t seem to be going for you, in the direction you want… You only have 3 options. 1. Go back to the basics Go through make sure your processes are in place. When you look at things from a bird’s eye view you can quickly see you might be […]
Setting an Appointment like a Tee Time
Setting an Appointment like a Tee Time Some of the best sales professionals I know use this method to set appointments and it gets people showing up on time, more times than not. One of the biggest struggles I found when setting appointments early in my career in the car business was getting customers to […]
Selling Autonomous Cars
Selling Autonomous Cars Now I’ve been reading a lot about this subject lately and feel like I’ve been in the dark for whatever reason. Sure I’ve heard of people talking about it, but never really took the time to understand where things were going. We recently took in a Tesla on trade and the technology behind […]
EMI -Early Management I? – The Floor Manager
The 3 I’s of EMI: I was asked to breakdown EMI by a seasoned manager, as he was never taught… When he told me this a 17 year veteran I thought he was pulling my chain. I really couldn’t believe he didn’t understand. When I asked what he thought it meant I was floored. Rather than get upset because […]
Sales Professional vs Order Taker
Sales – The profession – Once Mastered is Recession Proof. In a down market or an up market the Sales Professional will survive. In the down market, the Sales Professional does great and in an up market they do amazing. What is a Sales Professional? – According to www.Businessdictionary.com – An individual who sells goods and services to other entities. The successfulness of […]
How to Profit in a Sales Downturn
It’s funny I was recently sent an article that had a link at the bottom to another article. What I found in that article sounded exactly like the environment we’ve been seeing and reading about today. It’s an article from March 1, 2001 and well I’ll just leave it here so you all can read […]
The Deal Maker – Car Business
The Deal Maker We have a constant saying in our group and it’s “put the deal maker in front of the deal.” In the car business, it’s a must that the Floor Manager gets involved in the deal as soon as possible to help direct the process of the transaction to help close the deal. If […]