I want to take a couple of minutes to discuss with you the phenomenon affectionately known as "The 90 Day Wonder". For those of us unfamiliar with this phenomenon, let me 'splain it to you.

Due to the importance of this topic, I would like to clarify that the initial outline of what my opinion of a “sales manager” is, comes from experience and the effect that will be had on dealership personnel

One of the things dealers constantly have to battle with is the consumer trust factor. Historically, some auto dealerships have kept information away from consumers. So, as is human nature, consumers then thought these dealers had something to hide.

Referral selling seems pretty simple, right? All you need to do is tell your salespeople to ask for referrals. Why wouldn’t they latch onto their most powerful sales strategy? After all, referred salespeople: Score every meeting at the level that c

You’ve been there before. You might be there right now. You’ve got a laundry list of things that will move the sales process along: You have to follow up with your new prospect, you have to fill out that damn paperwork, and you’ve been meaning

In the automotive world your connections to people are everything. The Internet connects everyone on this planet instantaneously. Social media like Twitter, Facebook, Google+, YouTube and LinkedIn are being used multiple times a day to catch up on th

The Gen Y group ranges from their 20’s through early 30’s and are buying 27% of new vehicles sold; by 2020 it will be 40% making them the largest generation of auto purchasers. Social media and review sites in particular are determining what cars

In April this year I had the pleasure of being part of the closing Keynote at Digital Dealer 18 in Tampa, Florida, with Peter Leto from Google, Ricky Lopez from David Maus Toyota and David Villa from Auto Dealer Live. The entire session focused on th

You probably think you know what it means to be good on the phone. It looks like your team hustles inbound and outbound calls and it sure seems like they’re being productive. You’ve got customers walking through your doors and cars leaving the lo