I have worked with literally thousands of great salespeople. Some move on to management, and some do not. Some consistently top performers never get the opportunity to be a sales manager. Did you ever wonder why?

In this video, we’re going to talk about respect, and if you’re a sales manager or you plan to be a sales manager one day, you’ll probably want to watch the rest of this video. 

Not my job. The three most hated words by employers because they say so much. If you’re that person who has uttered those words once or twice, then stay tuned and find out just what your employer, or manager, thinks when they hear it.

Car dealerships have all different kinds of management types. New Car Managers. Used Car Managers. Finance Managers. Business Development Managers. Fleet Managers. You name it, there’s a manager for it.

I’m going to tell you the stories of two appointments, both for a used car on a new car dealership's lot. See if one of them sounds familiar and figure out which one likely has the better outcome.

Yes, comparing closing a deal to throwing someone off a cliff is a bit of a dark analogy but believe me, carrying out a plan to throw someone off a cliff is a lot like closing a deal. There’s an easy way, and a hard way.

There are some mistakes that just happen again and again when it comes to used car acquisition.

One of the biggest mistakes a salesperson, or a dealership for that matter, can make is to make a bad decision based on short-term thinking and do something intentionally that creates an unhappy customer or even worse, a liability for the company. Sometimes they can’t help it, it’s just in their nature.

You spend hours selling the customer a vehicle. All the features and benefits. All the great things about this particular car, and now you have to tell them they can’t have it, but they can have this other great one! The question is, how do you do it right so you don’t blow up your deal?

Would you like to know what the number one complaint from customers is in the car business? Actually, I’m not sure what it is, but I can tell you most of them start with the words, “The salesperson told me…” That much is certain.

Not that long ago, I promoted somebody into a management position, and they asked me a question I had never been asked before, and that question was, “How do I avoid getting fired like the last guy?”

There are two absolute truths in this life that if you know, believe and understand, are the first steps in achieving your goals, living a healthier life, and quite possibly in creating a path to greater contentment and happiness. Understanding the nature and outcomes of responsibility and negativity are the first step in the journey towards a happier, healthier and more productive life. 

Some great salespeople have never become managers, and some average salespeople move on to become great managers. If you’ve been passed over for a promotion, stay tuned and maybe find out why that is.

The current reality in the car business is a great one for some, and a grim one for many.

New car dealers with empty lots, who on the one hand have a shortage of available cars, but on the other enjoy getting full price and instant delivery for every vehicle they sell. For many that means less volume, higher profit. For others, it’s a lack of vehicles, and a lack of business, and thus a lack of profit. Nevermind the impact on sales staff. 

Here is a news flash, your dealership really hasn't changed. Your knowledge and experience in the business is as relevant now as it ever was. AI is basically well written software that searches the internet for answers to complex questions, uses an algorithm to sort which answer is best, and then provides the answer to you. If it’s available on the internet, it’s likely something AI can figure out for you. If you use Google now, you are using AI.

If you happen to be a new or nearly new salesperson in an automotive dealership, I’m going to tell you a true story about someone who learned the one sure way to get yourself fired, at least if you worked for me. You see, the truth about sales, in general, is that ultimately it boils down to work ethic and results, neither of which you can survive without.

I hate to kick someone when they are down, but as a car dealership owner and digital marketing company CEO, I can’t help myself. 

An entire industry of self-help gurus has emerged over the last few decades. Self-professed master motivators who deal in platitudes to pay for lavish lifestyles. You too can have this success if you just listen to me!