I had a conversation a couple of days ago with a lady who had… let’s call it a less than stellar opinion of salespeople in the automotive industry.
Now, while I believe everyone has a right to their opinion, I
Rejection.
You see, when you’re on your way to creating these incredible six figure incomes in your businesses, selling careers, etc., something that’s going to be inevitable is rejection.
I’ve created these six-figure incomes myself, and it’s been awesome. I
Ups and downs, folks.
That is the nature of the game.
In the life of someone trying to create massive success, there are peaks and valleys. And while if you use consistency as a tool in your arsenal you can
I was at a dealership recently with a young sales representative who had been in the business for a while. This gentleman is always energetic, always thrilled to be at work and to utilize his experiences!
However, after our training
Whether you’re developing your career, launching your business, or just trying to grind through some hours at your desk, we all have so much work to do. It really seems like it’s never-ending. And with that comes a dangerous pitfall
In a recent training session – number 2 of 6 at one of the dealerships I do business with – I was following up with the team on some invaluable techniques I had covered during our first session one month
I want to share a quick story with you. There’s a restaurant near my office I often visit to have breakfast on my way to work when I have time, and there’s something particular I’ve noticed about the staff there.
Among sales representatives and entrepreneurs, I hear two things almost every single day.
The first is a question:
“Al, how do I stay motivated and inspired?”
And the second is a statement.
“I just can’t get out of this negative
Have you ever heard this phrase before? “The new broom sweeps clean.”
Granted, it doesn’t exactly roll off the tongue, but I will never forget those words for as long as I live. Let me tell you why.
When I
We’ve all heard this before, and that always sounds good coming from the lips of somebody who doesn’t understand what we’re impatient about. But, as much as human beings hate to hear it, it really is the truth.
I wanted
That’s right, folks! Today we’re talking about investment.
Now, I know a lot of you are probably thinking, “Okay, Al, slow down there. What qualifies you to give investment advice?” but bear with me, because I’m not talking investment in
You’ve all heard of that movie, Gone in 60 Seconds. Well, today we’re going to do what salespeople do best and cut that time in half. Gone in 30 seconds.
Let me explain.
You see, in business, a lot of
A couple of weeks ago I was training in a dealership, and one of the sales representatives who I had formed a rapport with during my time there approached me during the break – let’s call him Joe.. Now, I
Your leads, that is.
Let me tell you a story about something really incredible that happened this morning. I opened up my email around 5:30 AM as I usually do, to prepare myself for the day while I get ready
That’s right folks. Short, sweet, and simple: here are ten things you MUST know for a successful close.1. Put Yourself in a Closing Situation
Rule number one of working a close is that with each and every customer you’re working
And she’s gorgeous.
What do you do?
Sure, you might offer to buy her a drink, ask for her number, invite her to your table – whatever.
But let me present you with two scenarios…
Scenario One: The man walks
Many times in your journey as a sales representative, a commissioned sales rep, a business owner, an entrepreneur, people are blindsided by how lonely a path it can be. If we’re fortunate, we have friends and family to support us
We all have people in our lives – friends, family, loved ones, acquaintances, etc. But there is one universal truth about every single one of them that nobody wants to hear.
Ready?
They want you to fail.
That’s right, folks.
Focus less on being interesting…
And more on being interested.
Now, I understand how this could be misconstrued. I, along with so many others, are constantly reminding people that we are in the attention business, that we must have a
Whether you’re a sales representative, a business owner, or an entrepreneur, there is one thing you must understand: You are in the attention business.
That’s right, folks! We, as people who are taking control of our lives to create these
You read that right. 95% of you can close this tab and go on about your day, because you’re not going to take action on it anyway.
…..
Now that only action-takers are reading, let me tell you what I’m
In the year 2016, a ten year old boy named started a lemonade stand.
Sounds like the beginning of a fairy tale, doesn’t it?
Well…
What if I told you that same young boy now has a business that generates
When you’re dealing with a customer, a strategy that has never failed me in my years of serving our wonderful industry has been this:
Always agree first.
I’m sure some of you are shaking your heads, thinking about the guy
One thing that too few people are aware of is the power of words. Whether you’re in a social situation like a night out with friends, or in the workplace out on the sales floor – take a look around.
I’m going to share a tip with you that will help you move your career to the next level, and it’s a simple principle – in theory, at least.
Momentum.
The first day of any new task, strategy, or plan
You know it’s funny I’m sitting writing this post, it’s the top of the morning where I am, and I’ve just finished coming back from a walk.
I’m an early riser – a habit I picked up from watching how
If you’ve been around a while, you already know this – if not, I’m about to drop some wisdom on you! Ready?
YOU are the problem.
…and YOU are the solution!
One morning several years ago while I was driving
If you’ve ever been to one of my training sessions, you know there’s a fundamental principle I always share with people – and I know far too often it doesn’t get the respect it deserves. The principle is very simple.
My mornings….
Every morning I wake up and my brain goes through this process:
1) Where am I at
2) Where am I headed
3) What do I need to do to get there
….this occurs Every Single Morning!
Whenever
Today, I’m going to walk you through the eight characteristics of a highly successful sales professional, and the steps that YOU need to commit to taking in order to become one of them!
If you are committed to becoming a top-flight performer in the automotive sales industry
Growing up I was always advised to be cautious or “play it safe” if you will. I have since come to realize that this is the worst advice you can give an  individual looking to accomplish great things in their
Since the start of the year there has been an increased and intensifying focus on the United States election and rightfully so. As human beings have proven time and time again we demand change and are forced to adapt to
Now that I have your attention I want to talk about something serious that you need to protect, your CAREER!
Successful businesses understand the importance of collecting customer information. In the automotive industry dealers are constantly creating innovative methods to
I don’t watch T.V. but I have heard of the show
“The Walking Dead” and I get the concept. The funny thing is when I first saw advertisements for it I thought it would be better suited to call the
If you ask any salesperson on the planet if they think social media can create more leads, opportunities, and sold units you will hear “Absolutely!” If you then ask all of those same salespeople if they are effectively delivering more
One of the biggest misconceptions is that good people leave organizations for monetary reasons. While this may seem logical I have come to find that this is simply not the case.
One of the aspects of my business is to
If an automotive dealership has 15 sales people, 3 of them are top performers, 7 of them do a good job and the bottom 5 are a “revolving door”.
Does this math sound familiar?
Based on my personal experience as
Immediately after watching the fight this past weekend I couldn’t help myself from noticing the incredible lessons salespeople could learn from both fighters. When you make a decision to provide for yourself and your family through selling there is no
When dealing with customers it is vital to your success to always agree
first! Regardless of how extreme the request or idea of your customer is
you should always agree first. By doing so you will start your sales
process
In today’s automotive market it is imperative that you stand out from your”competition.” Far to often this is overlooked due to the belief that all the customer cares about is product & price which can be acquired from numerous dealerships
It’s no secret that the employee turnover rates in the automotive sales industry are alarming to say the least!
What tends to happen is hiring managers look to archaic methods to solve these challenges. Methods like newspaper ads or posting