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Training Adults

Your ideal as a manager would be to have all of your employees performing at the same high level of competency, very enthusiastic and motivated, and constantly seeking ways to improve their skills.  If this were true, training would be an insignificant part of your agenda.  In the real world, however, such ideal situations seldom, if ever, exist. Your staff will likely consist of: —...

Four Ways Internet Advertising Can Help ...

Are you properly allocating your advertising dollars to take advantage of Internet car buyers? 62% of all car shoppers go to the Internet first when shopping for a car. If you’re not reaching them, someone else is. Internet advertising offers huge advantages over traditional advertising. Here are four key reasons why dealers find Internet advertising so effective: 1. Customer...

Starting 2012 with a Plan for Success

Last month, a group of Habitat for Humanity volunteers in Alabama built a three-bedroom house from the ground up in record time. You may have seen the story on TV. Their goal was to build the house in 3.5 hours and get in the Guinness Book of World Records. They did better than that. They built the house in 3 hours and 26 minutes! When asked how they accomplished this amazing feat, the...

Top 5 Buying Signals

You’re in the heat of your sales presentation.  Your adrenaline is pumping and you’re giving the best sales presentation of your life. You’re so wound up that your pitching and not listening. It’s Go! Go! Go! But hold it! When you’re so pumped, how do you know if the customer is really ready to buy? First, put on the breaks and begin to listen. The top five buying signals...

Ultimate Customer Service

A few days ago, a sales manager asked me what I thought the automotive market would do in the coming year or two. I looked at him and replied that markets don’t do anything. They certainly don’t pay your bills. I said that I could try and guess what customers were likely to do in the time frame he was referring to, but even more important is what we can do for our customers. So I...

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