Opinion

Circle of Development

The most frequent and damaging mistake that I encounter at dealerships is requiring people to...

The most frequent and damaging mistake that I encounter at dealerships is requiring people to learn in the wrong sequence. There is a better way to becoming a true professional — a simple four-step sequence of development that we can all follow.

Bread and Butter

The key to baking bread is to know the time required, and the key to making a deal is to...

The key to baking bread is to know the time required, and the key to making a deal is to understand the customer’s needs. To make great bread or great sales, we just need to be patient and follow the process.

There Is No Try

It’s easy to list goals or resolutions, but it’s another thing to make a plan to achieve them....

It’s easy to list goals or resolutions, but it’s another thing to make a plan to achieve them. The only way to raise your PVR consistently is to have a plan and stick to it.

Can You Spare Any Change?

A lot of people talk about “disruptors” in the industry, and they argue either side of our...

A lot of people talk about “disruptors” in the industry, and they argue either side of our industry needing to change or to continue the way it is. We need to move away from our old-school ways and adapt to today’s technology, and we need to change our negative thinking.

Caring Is a Close

Genuinely caring about your customer is the most effective manner to help them buy the products...

Genuinely caring about your customer is the most effective manner to help them buy the products they need —it's the same way we want to be ‘sold’ when we are buying.

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