Make a Lemon into a Peach

When a customer drives into the service department with a genuine lemon, it can take me and my people a lot of time and energy making phone calls and finding the places to exert pressure to make that car right. I take care of customers who have problems. I don’t make a customer pay more […]

The Appearance of Success

Dressing the part may seem like something people who want to get ahead in this world would do instinctively. You would think so. But that’s not the case, especially today. When it comes to appearance, we live in a very freethinking and individualistic “anything goes” society. Even though some of you may think I cling […]

Being Sold On What You Sell

Before you can sell your product to somebody else, you must be 100% sold on it yourself. Otherwise, you can’t sell with conviction, and no matter how much you try to fake it, people will see right through you. Conviction comes when salespeople believe so strongly in the value of their product that their single […]

A Valuable Lesson

LEARN TO LISTEN is the best advice I can give a young salesperson just starting out. And it’s also good advice for those who have made a lifetime career of selling. If you sell a product or service you still must keep in mind that what you are really selling is YOU. I found out […]

Where the Sale Begins

With many salespeople the sale is finished the moment the deal is closed. Nothing could be further from the truth. That’s when the sale really begins. A salesperson-customer relationship should be a long term marriage. Repeat business is what adds up to success. This is as true of selling furniture or insurance or real estate […]

Losing a Sure Thing

We’ve seen it happen before. Something looks like a sure thing—it just can’t lose, no way no how, it’s in the bag, a slam-dunk. And then suddenly it’s gone—it’s lost. The worst nightmare realized in full living truth. What was supposed to be an almost forgone conclusion ends in shocking disbelief. How can that be? […]

Sell Your Company

I think it’s vital for you to know that you’re unique. Once you do, you’ll realize how much of a difference you make in determining whether the prospect buys your product. Let’s face it; we each have a monopoly on our own unique combinations of attributes. No matter what you sell, you make a difference. […]

Honesty Is the Best Policy

All of this probably sounds obvious to you, but I have seen salesmen kill a deal by trying to put down the customer with the truth rather than tell a small, kind lie. When a customer asks the salesman how much he’ll allow for his trade-in, I have heard salesmen say, “That piece of junk!” […]

Match Your Tools to Your Goals

There are many organizing techniques and tools out there to help you reach your goals. The trick is to match the right ones to your particular goals. Why is this so important? It’s not as simple as it sounds. It’s possible to organize the wrong plan by mistake. In fact, you might even “over manage” […]

The Reward You Give Yourself

Whenever I watch Olympic-class sporting events, I especially admire seeing the distance event athletes in action. The marathons they compete in are the ones that really put the inner strengths and endurance of competitors to the test the most. You really see who has what it takes to go the distance. Whether they’re swimmers, runners, […]