Dear Dealer
An Open Letter To Dealers In A Declining Market.
Performance-Based Selling
What If Everything You’ve Been Told About Selling Was Wrong?
Three Thieves
Own your sales process. Believe in your sales process.
Manager Or Damager? Part II
It’s imperative that you take care of the quality employees you have. You need to manage, not damage, your staff.
Inside the Industry
S&S to celebrate 50th . . . BMW buys Husky . . . Electric UTV
Help Wanted!
John urges dealers to update and upgrade their websites.
Manager Or Damager?
Retaining good employees should be up toward the top of any manager’s list.
Selling Skills
The “trick” to selling more units is learning how to build more value.
Shaken Or Stirred?
Like a martini, a high-performance sales team requires mixing things up.
The Brother-In-Law Syndrome II
Why being right isn’t enough… and why Machiavelli wasn’t all bad.
A Failure To Communicate
Blogs, flogs, MySpace friends, podcasts … Robin wades into techno-territory.
Relative Vs. Absolute
Maybe running a successful dealership really is rocket science?
Pre-Paid Maintenance
The risks and rewards of selling pre-paid maintenance packages.
Why Don’t They Do It, Part III?
Are you sending the right message? Additional ways to work through the issue of non-performance.
Why Don’t They Do It, Part II?
What you might do when people don’t seem motivated to perform as requested.