Webster's Dictionary defines a Professional as "a person engaged in a specified activity as one's main occupation rather than as a pastime." The world of Sales especially requires this desire because it takes time to build relationships, referrals, and longevity in the business. Throughout my career I've developed a discernment for people that just wanted a JOB versus those … [Read more...] about Be a PRO in Your Dealership
Growing up in Wyoming, I learned many lessons about the value of being in a secluded place and not being surrounded by a crowd. One memory that standouts in my mind, was when I was in Yellowstone National Park. There is a really terrific tourist bridge on the north end of Yellowstone Lake that funnels countless cutthroat trout into the Yellowstone River. From … [Read more...] about Are You Fishing in a Crowd?
COVID-19 blind-sided us with an uppercut, right hook and hard hit to the gut. We may be down and a little dizzy, but we are not out for the count. I'm so proud of this country and multiple industries for answering the call of duty. Our manufacturers have switched over entire assembly lines. Dealerships have created new processes to accommodate online sales and employees working … [Read more...] about The Road to Recovery
The world’s great philosopher Mike Tyson said it best: “Everybody has a plan, until you are punched in the mouth.” Well, we all just got punched in the mouth. As a business, we had plans to become more digital; we had plans to keep evolving customer experiences; we had plans to provide more technology and tools to help us do business with a customer. These plans just … [Read more...] about Everything has Changed, FOREVER! The Post COVID-19 World of Automotive Retail
"Just get 'em in the door" isn't good enough anymore. And in a lot of places right now, it's against the law. Many salespeople are furloughed, working limited hours, or staring out at empty showrooms during the Great Quarantine. You can't do business the old way and still maintain social distance. But fortunately you don't have to. While many dealers are doing … [Read more...] about How To Sell More Cars Working From Home In Your Underwear