Mr. IKTO
Bill sees past a customer’s sorry attempt to bully his way to a great deal.
Do you know anyone else who wants one?
How to ask for referrals without sounding like a jerk. (Part 2: The Process)
Multiples of Twelve
Defining the key target-ages of the American male as it applies to our business.
Explosive Sales
The best salespeople can’t be managed — they’re cannons, and cannons can only be aimed.
Hot Dogs Are Not A Value Proposition
Market Differentiating Strategies: Hot Dogs Are Not A Value Proposition
Performance-Based Selling
What If Everything You’ve Been Told About Selling Was Wrong?
Check Your Motivation
Sell with structure and integrity to weather the down market.
The New Standard
How to adopt a performance-based sales model.
Who Owns This Money?
As the economy continues to tighten up, you had better be feeling the urgency to capture customers’ discretionary dollars.
What Do I Need To Do To Put You In This Van, Err . . . On This Motorcycle Today?
Avoiding auto industry offenses that have a strong potential of becoming common place in the motorcycle industry.
Bury The Cat Slowly
Sometimes it’s easy to miss the details that make reaching your goals worth while.
The Sit On
Use the “Sit On” to get the customer emotionally involved and experiencing feelings of ownership.
Three Thieves
Own your sales process. Believe in your sales process.
Handling Common Customer Objections
Learn to overcome six common customer objections and watch your sales soar.
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.
A Lesson In Cheap
It was like buying a $250 50cc ATV online only to get the thing and realize that the wheels aren’t in the box and the carburetor is in pieces.