7 Skills of Highly Effective General Managers

“I’ve been a GM for a few years now but feel like I’m struggling. Why can’t I get my people to do the things I need them to do?” “I’m a dealer and need to hire a good GM. What should I look for in candidates?” “I want to be a GM someday. What do…

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Experience Sellchology at NADA 2018

I’m very excited to share Sellchology strategies at the 2018 NADA Convention in Las Vegas! I’ll be speaking six times on three different topics and would be honored for you to attend one of my sessions. My presentations will offer fresh and practical ideas for dealers and managers to improve their marketing, management and hiring…

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Adapt or Die – Surviving the Technology Storm to Come!

If you’re a dealer who didn’t get to go to the Digital Dealer Conference, I want to warn you. I also want to offer some insights and questions you must ask yourself to survive a storm that’s coming. After your first conference like Digital Dealer, you probably walk away feeling a little overwhelmed and also…

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Non-monetary Motivation – Rewarding Your Team Beyond Pay Plans

“How can I motivate my salespeople?” It’s a common question I get from management teams when I do training sessions at their dealership. After spending countless hours coaching automotive leadership teams, I’ve observed these 2 sad facts about our industry: Managers do NOT understand that people are motivated by different things Managers overestimate the value…

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Experience Sellchology at NADA 2017

I’m very excited to share Sellchology strategies at the 2017 NADA Convention in New Orleans! I’ll be speaking 5 times and would be honored for you to attend one of my sessions. My presentations will be rich with unique, practical and low cost ideas for dealers and managers to improve their marketing and hiring practices. Topic…

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7 Guidelines for Selecting Sales Training Programs

Are you a dealer or manager who is considering providing outside sales training for your team? Here are 7 helpful ideas on how to choose the right trainer and the right program for your dealership. 1. Know your desired outcome. What is the end goal you hope to accomplish? Is it motivation, development of certain skills,…

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“I Want More for My Trade!” What to Say Next …

How often do you give a customer a fair market value for their trade-in, only for them to come back with a counter offer that’s much higher? What do you do when they just want more? I’ll share the typical responses that I believe are not effective. And then I’ll teach you a close that will help you…

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