Management
4 Types of Power Questions that Boost Your Influence
What you have to offer has a deeper more personal impact on your customers’ lives than you learn, lead, and leverage right now! Whether you are...
The Ripple Effect
Recently I attended the Annual Industry Summit in New Orleans. About a week before my flight, I received an email from Southwest announcing the...
Plan, People and Profitability: A Lesson in Chicken
When a cashier takes your money for your purchase and then sends you off with a deadpan, “have a good one,” how do you feel? On the other hand,...
Commission Breath
What is that awful smell? You know, that smell you sniff when you meet a “slick” salesperson? What is the definition of a professional? Is it someone...
Recommit to Learning: Three Tactics for Your Defensive Playbook
The crisp autumn air, and the changing color of the leaves, always make me think of football. Fall is the time when many sports fans come to life....
Coaching and Consistency in your BDC
The Business Development Center, or BDC, is the heart of the dealership. Every other BDC website or article you read these days contains that...
A Salesperson’s POV on Digital Retailing
The automotive industry’s shift into digital retailing is no longer a possibility, but a reality. With the accessibility of information and commerce...
4 Team Building Strategies for Your Sales Staff
Automotive sales can be a competitive and cutthroat business. With most salespeople working on commission, grabbing a sale whenever possible becomes...
In Today’s Gig Economy, Are You Classifying Dealer-Trade Drivers Correctly?
The term gig economy is not just one you hear millennials use; it’s a continuously growing workforce of independent contractors who value flexibility...
Dealertrack DMS’ Lifetime Learning Portal Answers Industry Need for Customized, Comprehensive Training
Salt Lake City — September 7, 2018 — As a lack of ongoing training continues to impact employee retention and overall profitability, dealerships...
The Four Types of Objections That Derail Salespeople (and How to Deal With Them)
Hoboken, NJ — August 28, 2018 — No may be a tiny word, but for salespeople, it's the most dreaded word in the English language. Nothing causes your...
7 Ways to Get Your Team On Board When Implementing New Technology
The digital transformation has had a major impact on customers’ experience online, offering personalization and convenience like never before. It has...