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Pay It Forward

It’s a commonly held belief that success in this business comes down to people, process and profit. So why are employees always the last in line?

March 12, 2012

Challenging the Status Quo

Does life in the car business really mean working ‘bell to bell’? Is good talent really that difficult to find? Sales columnist offers Part One of his take on how to fix one of the industry’s biggest problems.

July 5, 2011

No Training, No Complaining

Can’t find good salespeople? Gen Y have you perplexed? The magazine’s sales columnist offers a few thoughts. Will you be willing to listen?

June 6, 2011

2 More Self-Sabotaging Behaviors to Avoid

The magazine’s sales columnist puts the finishing touches on his ‘7 Self-Sabotaging Behaviors to Avoid’ series by reviewing two of the most devastating — but fixable — behaviors.

May 10, 2011

The Four ‘Cs’ of Phone Prospecting

Working a prospect over the phone requires a different skill set than welcoming an ‘up’ in to the showroom. Sales expert shows you how it’s done.

February 4, 2011