In this market to missing one opportunity and having the wrong attitude each day will kill your business. You must take the right approach and make sure that each day is filled with a high level of action. Those that can get these things done DAILY will win and those that do not will be punished! Think [...]

I’ve met many salespeople who tell me that they started selling a product and did well with it for ninety days, but suddenly found themselves unable to close a deal. What happened? Management will tell you that the person has gotten lazy or that he’s gotten too smart for his own good. Okay, so he got [...]

Recently Mr. Obama delivered a speech in Kansas that can hurt your company and your people. In his speech he says, “now is the make or break time for the middle class. Everyone needs to have their fair share.” My message to you, Mr. Obama and all of us in America is — every morning [...]

An order taker is someone who just answers a phone and the caller on the other end already has their credit card in hand, ready to give. This order taker might think that he is a professional salesman, but the truth is, a professional sales person is rare. Professional salespeople know how to handle people, [...]

Businesses, entrepreneurs, and sales organizations expand economies—not governments. You can go back 100 years and you will not find proof of any government creating an economy.  No matter what your political belief, the truth is no matter what a politician promises or what a government says they want to do or will do, they do [...]

Recessions are a lot of things – to most, they are unexpected, annoying, and last longer than you want. They cause the economy to shrink and make it harder for people to do business. What we’re currently experiencing is no different. People are reacting to economic contraction with more contraction. While it may be a [...]

A recent Polk and AutoTrader.com article revealed that a majority of buyers mentioned the Internet as the most influential source in making a purchase decision. But did you know that incoming sales calls still trump internet hits in auto dealerships 4 to 1? Facts about the Internet: 71% of all buyers used the internet 67% [...]

Ask your people: “Are you bringing greatness to every opportunity?”  If you can’t answer yes to the way you handle every opportunity, it’s not a problem with your people, it’s a problem with management at the upper levels allowing them to think in terms short of this expectation. Demand greatness from your people and you [...]

All you have to do is turn your head and you will see signs of lazy; the sales person fails to wait on a customer, the manager that won’t get off the desk, sales people not rushing to answer the phone, the lack of follow-up, the refusal to operate with urgency, and an overall disinterest [...]

Technology is moving at super-sonic speeds, making the personal touch between your sales people and your customers even more important. While it may be appear that technology is revolutionizing the way business is done; emails, text messages, Facebook, Twitter, Google+, and other applications, none of these tools can or will ever replace the VALUE provided [...]

With all the bad news regarding the S&P downgrading of the U.S. to AA+ and the stock markets’ response, it is vital that you provide your sales and management team with positive news.  To do nothing means that your management and sales team will be overwhelmed and move into thinking that there’s nothing they can [...]

The environment you create at your store heavily influences the attitude of your sales people and in turn, the customer. Imagine advertising, “Warning our People Have Bad Attitudes!” or “Our Staff is Untrained and Unprepared to Handle You.” Well the truth is you don’t need to advertise it. If your people are not provided with [...]