BDC, Internet Department, Web Sites.  Yes it seems that dealers are really jumping in on doing business in the 21st century.  Me too.  I am always looking for ways to spread the word, promote, solicit, and generate business using the power and the economy of the Internet.  In fact, just this morning, I sent out a small blast to 500 select dealers promoting a new service offering.  I was amazed and shocked at what I learned.   Our marketing involves the auto industry.  Since the majority of dealers we would be of value to, have web sites, our research time is spent on the net.  We look at web sites to get a feel for the dealer and if it looks like a potential client, we look for the contact information for the right person.  That person goes into our database for contacting at a later date.  But just like other research, you sometimes discover things you weren't even looking for.  Let's put them into terms that are und...

In recent articles, in training, and in other discussions, I've commented that monkeys can close deals.  Now, when I say this in front of a live audience, I am looking for an expected reaction so that we can engage in a good program.  In all cases, it is not to insult those who are successful "closers."  But, the reality is, closing a deal is merely the result of proper planning and execution of the real key to selling - the process. I would expect true closers to actually agree that without a process, effective closing is virtually impossible.  Nothing helps prove my point better that our very industry.  Too many sales people are into negotiations within three minutes of hello.  They are closing shortly after that.  The result, low grosses on low numbers.  All the training in the world covering the latest and greatest closing techniques will have little effect and the value of such training will soon be lost as blame for ineffe...

Modesty is over-rated.  It's okay to stand in front of the mirror or your peers and proclaim that you're going for sales person of the month.  It's okay to claim to achieve the highest gross in the coming month.  Simply put, it's okay to choose the prize.  Actually, it's better than okay.  It's essential. Choosing the prize means you understand what it takes to get there.  Deciding on excellence and the benefits that come with such an achievement causes one to understand the ingredients necessary to fulfill such an endeavor.  In fact, making that choice is the very thing that keeps us going when the task seems too much to handle.  Too often people are trained that goal setting is about finding things that are realistic and attainable.  I grew up in New Jersey - that's crap.  Goals should be biger than anything we've ever done before.  That's because to achieve them, we're going to hav...

"I will persist until I succeed."   That was the first line in the Scroll Marked lll in Og Mandino's classic, "The Greatest Salesman In The World."  Having had the privilege of being able to spend time in his NH home, I can honestly say, I have witnessed persistence like no other.  Og Mandino spent his writing life with one goal - change lives!  Simply stated but difficult to accomplish.  is writing and speeches are a large part of what inspired me to write adn travel the world as a speaker.  But, this one line from his first book, changed my life.   "I will persist until I succeed."   Imagine if this was the only change in the way you thought.  Suppose you were able to commit to this single purpose.  How many lives would you impact?  First, you must choose to be persistent.  Many will talk about it, but the sad fact is, too many just talk.  Making the choice is the commitme...

When you find yourself having a less than fantastic week on the road, or see frustration rear its ugly head, do you ever say, "If I could only train one thing to get through to these people..."?  Just as some food for thought, as trainers, what would be the one thing you would train if you were limited on time for the rest of your career?   I would love to here from my talented peers exactly thier idea of the "ONE THING" that they are most passionate about, or that their clients need above all else, or just the thing they wish they could focus on all the time.  As a speaker, traveling the world, I became known for my signature story.  For nearly 16 years I have shared this story to tens of thousands of people.  I became known just for that story.  What's your signature?   If you could comment with as much detail as you'd like, I know every reader (myself included) would benefit from understanding your m...