Professional Development Training
Correct Diagnosis & Solution – Getting a Handle on What Your Business Needs to Succeed
If you are sick and needed a doctor’s advice, would you settle for someone telling you that I think this is what is wrong or I think this will make you better, or would you keep looking until you find a physician that would correctly diagnose your symptoms and then say this is the problem […]
The Cocoon – The Key to Completing Your Professional Development
Back in my home country of Jamaica, at certain times of the year the caterpillars would go through the evolution process where they would conceal themselves in cocoons to be transformed into beautiful butterflies. During the final stage of this process, they would break the tip of the cocoon and squeeze themselves through a tiny […]
Upgrading Your Operating System – The Key to Producing Bottom Line Results That are Sustainable
When you know better, you do better – Maya Angelo-via Oprah Winfrey When most people hear the word operating system, the first thing that usually comes to mind is a computer, and in this case, that is exactly what I want you to visualize. I would like you, for moment, to imagine your brain as an […]
The Writing is on the Wall – 200 Millions Reasons to Wake Up or True Car Will Be Hosting the Death of a Salesman!
For many years consumers have been complaining about the buying experience at the local dealership and have often compared the experience to pulling teeth without the benefit of a painkiller. However, in the post internet era where easy access to information has changed the way that vehicles are bought and sold, consumers have expanded the […]
The Most Important Skill Managers Must Learn to Excel
The key to success in management is being able to control the controllable and intentionally cause change in the areas that you are responsible for. This can only happen when there is complete clarity regarding expectations, deliverables, responsibilities and the processes that are utilized to produce results. Knowing how to drill down into the problems […]
The Changing of the Guard – A Message to the Next Generation of Automotive Selling Professionals
Yesterday I received a comment and a question from Terrell to a post I recently made that was titled Redefining the Sales and Training Models. The gentleman wanted to know what advice or tips that we, as experienced professionals could offer to a future leader in our business. I have been asking a similar question of anyone […]
The Recipe Part II – The Formula for Building an Army of Super Selling Professionals
In Part I of this two part series, I shared in general terms the ingredients needed to create a super selling professional. I also hinted at several of the different processes that he or she would need to learn in order to be truly effective. My objective over the next few lines will be to […]
The Recipe Part I – The Ingredients for Building a Super Salesperson
I am a chef by training and as such my wife tells me that I am a food snob. I am not sure if that is true or not, but what I do know is that I hate foo-foo food, meaning food so complex that it becomes unrecognizable. I love dishes that are simple, and […]
The New Job Description of an Automobile Selling Professional
“Give a man a fish and he will eat for a day,” is the first part of an ancient Chinese proverb that explains why the majority of salespeople are not doing so well in our industry. If you think about it, our industry is pretty young, a little over a hundred years old and since […]
From Salespeople to Business Developers
Expectations – we will perform in direct proportion to the way we see ourselves and the way that those whom we respect see us. The expectations of the individuals wearing the title of salesperson have been evolving as the reality of a new market place becomes apparent. The Internet has impacted a great many things about […]