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All ADM Blog Posts Tagged 'to' (183)

Are You Lucky?

Do you believe in luck? Do you consider yourself a lucky person or are you waiting for your ship to come in? There is a difference between luck and randomness. You should create your own luck and remove the randomness of your results.

 

Recently, I conducted a sales meeting for a business. Before I gave the meeting, I entered the meeting area before the sales team arrived and I taped a $20 bill to the bottom of a chair. During the meeting, I asked everyone to stand up…

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Added by Mark Tewart on February 11, 2014 at 8:30am — No Comments

The Simple, Yet Most Important Word

Recently, I conducted one of my sales seminars where I spoke about ideas that center around the following skill sets — sales, people, life and marketing. Some of the attendees at the program had been to three, four or more of my seminars in the past. In listening to the results of many of the repeat attendees, it struck me like lightening what the most important word I heard over and over in their successes: action.

 

In a series of recent sales meetings, I explained a…

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Added by Mark Tewart on February 10, 2014 at 8:30am — No Comments

What Business Are You In?

What business are you in? “The car business” would probably be your normal answer. I would invite you look deeper into that question. Rarely, is your first answer to that question your most accurate answer. The majority of businesses fail, or fail to reach their potential, because the owner and managers haven’t figured out the most important and most basic question: “What business are we in?”

 

Saying you are in the car business seems logical. However, that answer does not stir…

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Added by Mark Tewart on February 7, 2014 at 8:30am — No Comments

The Most Important Decision of Your Life

On November 19, 2005, a day after having surgery, I was diagnosed with squamous cell carcinoma cancer. I would compare receiving the news to going to the dentist and being numbed. However, this numbed my whole body. For 20 minutes I rushed through all kinds of thoughts and emotions – shock, anger, “why me?” questions, sadness.

 

After the 20 minutes, I made a big decision. I decided to live. I decided that all of the emotions and thoughts I was experiencing were not supporting…

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Added by Mark Tewart on February 6, 2014 at 8:30am — No Comments

Can I Trust You?

When you have a first encounter with a customer, they are usually wondering one simple question. Can I trust you?

 

There are three stages of buying:

1. Character and Trust

2. Emotion

3. Logic

 

I don’t know that one stage is more important than the other but I do know that the trust stage usually happens first. When you build a house and the foundation is weak, no matter how nice a house you build it comes…

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Added by Mark Tewart on February 5, 2014 at 8:47am — No Comments

The Five Keys to Success

Do you want to be more successful? You can achieve greater success if you begin to follow certain secrets that blow open the doors that are closed for you now. I am comfortable in saying that all people have some closed doors that limit their achievement. What are the doors that I am talking about and how can you open them?

 

The doors are a metaphor for the gateways to successful achievement. The keys are the secrets that unlock them and allow you move forward faster and with…

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Added by Mark Tewart on December 31, 2013 at 8:00am — No Comments

Why New Year's Resolutions Fail

When you read the title to this article, did it make you wince? Did it make you a little angry? For most of you, you have already let your resolutions go to the wayside with empty promises. The good news is that you can achieve most, if not all, of your resolutions.

 

First of all, words are cheap. You must truly decide. You are who you decide to be at any given moment. When you truly decide to achieve something, you begin to walk, talk and act more like that person who…

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Added by Mark Tewart on December 30, 2013 at 8:00am — No Comments

Stop Being A Loser and Be A Leader

In my 30 years in the business, I have never seen such a lack of civility, leadership and professionalism in the automotive industry. You can find managers anywhere, but developing leaders is a much more challenging task. Managers are integral, but leaders are essential. It does not take character, guts or vision to manage things, but it takes all three to lead people.

 

Here are common characteristics I see quite often from managers in dealerships…

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Added by Mark Tewart on December 27, 2013 at 8:00am — No Comments

Change More Than Your Calendar

The last quarter of the year rolls around and you begin to hear some common refrains:

  • "We are waiting until the first of the year"
  • "Starting in January I am going to..."
  • "We have to wait until spring when business picks up"
  • "The first of the year I am really going to get into it."

Here's the reality for most people who make these statements: The calendar is the only thing that changes.

If you are waiting for the calendar to change…

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Added by Mark Tewart on December 26, 2013 at 8:00am — No Comments

Fire Your Advertising Agency

There is a startling way for most dealers to double their business – fire their advertising agencies. Dealerships spend an enormous amount of money on advertising for new customers. Unfortunately, often that money is wasted. The money is wasted because the agencies are strictly placing ad dollars in media and doing production. Often, the ad dollars are spent without any knowledge and use of direct response marketing, and the game plan that will be used towards keeping those…

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Added by Mark Tewart on December 25, 2013 at 8:00am — 1 Comment

Explode Your Sales Success

In the last several years, I have had a revelation about the art and science of sales. The answer to sales success is within all of us. The answer is simple but the key to unlock the answer is elusive.

 

If you were to go back to the late 1800s, the first formal sales training provided by the likes of J. Edward Douglas and others, you will find teaching geared toward techniques — tie-downs, inverted tie-downs, etc. For more than a century now, sales people have been trained…

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Added by Mark Tewart on December 24, 2013 at 8:00am — No Comments

The Champion Coach

Great managers view themselves as coaches more than managers. There is an old adage: “Lead people and manage things.” There is a fine line between creating and utilizing systems and processes and micromanaging details without emphasizing the power of personal interaction.

 

Good systems and processes should allow employees to raise their performance by giving them confidence in their direction and lessening the burden of the manager and coach from having to constantly inform…

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Added by Mark Tewart on December 23, 2013 at 8:00am — No Comments

Phone Dynamics

The first step in advancing the productivity of your staff in using the phones is a better understanding in the importance that the telephone can play and how it affects your business. Often a lack of the right attitude is displayed in the treatment towards the receptionist position. The receptionist is usually hired without any guidelines that would be used to hire for an important position. In your dealership do you have personality profiles, set interview questions and guidelines to hire…

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Added by Mark Tewart on December 20, 2013 at 8:00am — No Comments

How To Sell Your Car Online - Which Site Is Best?

AUTOTRADER.COMautotrader used cars

Autotrader was the first “big name” site to sell your vehicle online and rightfully so. Autotrader has massive name recognition with tons of auto listings. It incorporates a user-friendly search interface with tons of options for narrowing your search like transmission type, interior options, and engine type. With a massive database of vehicles there comes with it some drawbacks.

Because of Autotrader’s massive database users typically overprice their…

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Added by Scott Parrott on December 19, 2013 at 11:25am — No Comments

Automotive Sales Management Training: Sell the Car, Not the Deal

There is a plague spreading among car dealerships. I call this affliction “deal’itis.” In the last month, I have been in many dealerships working side by side with managers and salespeople. I began to quickly notice the results of this sickness. Those results are things such as lower sales, low closing ratios, low gross profits and low customer satisfaction.

 

Just like a good doctor should do, I began to look for the symptoms of this sickness and what could be causing this…

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Added by Mark Tewart on December 19, 2013 at 8:00am — No Comments

Don't You Care About Your People

When you strip away your bricks and mortar, Website, CRM systems, inventory and everything else, what really matters? It’s your people. The bottom line is, people make a business successful or unsuccessful.

 

If you are a dealer or a leader of a dealership, what are you doing to recruit, hire, train, motivate, educate and retain good and even great people? If you truly want to see what is most important to you, then all you have to do is review where you spent your time…

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Added by Mark Tewart on December 18, 2013 at 8:00am — No Comments

The 8th Wonder of the World

In business, compounding interest is often referred to as the “Eighth Wonder of the World.” In business, and especially sales, I compare the compounding effect of interest to the compounding effect that occurs with current customers who can become repeat customers and referral machines.

 

You may have seen examples of how someone can start an Individual Retirement Account when they are 25, invest $2,000 a year and by retirement age they will have a significant seven-figure…

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Added by Mark Tewart on December 17, 2013 at 7:30am — No Comments

Success or Failure?

There are 24 hours and a total of 1,440 in every day. Successful people just seem to get a lot more done in a day than unsuccessful people. The main reason is successful people keep the main thing the main thing. Success is not an accident.

 

First, you must be honest about your strengths and your weaknesses. Spend your time in what you are strong at and delegate what you are not. A sales person reading this article may immediately think they don’t have anyone to delegate to.…

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Added by Mark Tewart on December 16, 2013 at 7:30am — No Comments

Words Are Cheap

Words are cheap. What matters is the true belief system behind your words and the actions you take because of those belief systems. Economies don’t improve, people improve. Waiting for something to happen is for losers. The most important economy is the one created between your ears.

 

During down markets you have to get creative to make things happen. Although you may not be able to push a new car market if it’s not there, you can niche market, create affiliations, utilize…

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Added by Mark Tewart on December 13, 2013 at 7:30am — No Comments

The Powerful Salesperson

Customers don’t buy vehicles, and sales people don’t sell vehicles. Customers buy solutions to problems they can feel emotionally. Sales people are the conduit that helps customers discover those emotional solutions.

 

People buy from people. Customers generally do business with people they like and trust. Your customers don’t walk out of your dealership telling you that they bought from you because you are a jerk. Customers can get vehicles anywhere. Most of you are not…

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Added by Mark Tewart on December 12, 2013 at 7:30am — No Comments

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