Gross – It’s a State of Mind

Gross is a state of mind. The first time I heard this I thought you know that guy might be on to something. The perceived value of anything is what someone is willing to pay. If you or your sales professional doesn’t believe the value of what he or she is selling then you will continue to have […]

Negotiate like a Closer

As a sales professional I’ve always looked to get better at my craft, and I’ve spent the last 16 plus years studying the craft in the Car Business. The 4 things a sales professional should master to level up their game are: 1.      Process 2.      Salesmanship 3.      Follow-up 4.      Close I’ve been telling my staff this 4 things for years. The […]

High Performance Culture

High-Performance Culture How do you build a great Culture?  What type of Culture do you have?  I’ve been in the Car Industry going on 17 years and I’ve seen my fair share of the following types of cultures: Dog eat Dog – I’ve worked at the Dog eat Dog environment and although I excelled, I […]