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Stating the obvious, the car business -- like the sports we love – can be a hard-fought win. Winning means playing hard, playing smart and playing from a heart of greater discipline, commitment and expectation than the other guys do.


In other words, in this battle to sell and service cars, every play must count or we’re creating a lot of activity that in the end doesn’t really matter.


Whether in football or selling cars, we waste time and energy – and blow opportunity – when we forget the basics of the game, the consistent obedience to continuous practice of the fundamentals.


The answer to the question, ‘How should we play?’ is, of course, with purpose, with focus and with precision. To win consistently, we must learn how to make every opportunity count to win customers’ hearts and close more business.


We can learn much about this process, this how-to for building championship teams,  from some of sport’s greatest coaches – Tom Landry, John Wooden and Vince Lombardi. These great winners approached their game differently and had different coaching styles but each in his owns way built championship-winning teams.


They took individuals of different temperament, skill levels, game experience, and motivation, and they molded them through discipline to and the continual practice of precision drills of their games’ fundamentals, training them into champions and winners.


In summary, great leaders build champions – and so can you -- through the consistent application of Process, Commitment and Accountability.




  • Every dealership can improve: “Don’t measure yourself by what you have accomplished, but by what you should have accomplished with your ability,” said John Wooden, former UCLA Bruins coach, and the Master of Processes.


  • You will develop sales champions: Vince Lombardi, Master of Motivation and five-time NFL champion winning coach of the Green Bay Packers, made leaders. “They are made just like anything else, through hard work,” he once said. “And that’s the price we’ll have to pay to achieve that goal, any goal.”


  • You can lead your team to greatness: In 1960, Tom Landry took over as head coach of the then-new Dallas Cowboys. They won no games that first season. Then Landry applied his Master of Accountability principles and led the Cowboys to 20 consecutive winning seasons. “The secret to winning,” he said, “is constant, consistent management.”


How shall we play? To win, of course, and as the great practitioners of process, commitment and accountability have shown us, true champions commit to and adhere to practicing and running the success basics of their trade every day on every play.




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Tags: CAR-Research, CRM, CSI, Kubicki, Kurt, XRM, car, customer, follow, research, More…sales, surveys, unsold, up


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