How To Be…

Today, I want to teach you all something. I want to teach you how to be less productive. Yes, I’m going to teach you how to be less productive. Probably by about 40%. I’m going to cut your productivity by 40%, and you’re going to love it!  You’re going to love it because you don’t […]

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Coffee is for…

Let’s talk about perspective. One of the reasons I wrote Keep It Simple Selling is because I thought our industry needed a different perspective. One that might be a little different. Now I got in the car business in 1983.  Here’s what I was told:  I was told that coffee is for _________ … Do you know the […]

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First Impressions

I went to a dealership two days ago. Salesman comes out, don’t know me. Greets me. He talks. His mouth smells like cigarette ashtray. It stunk. I was like, lord! His whole body reeked of the cigarette ashtray. You got to pay attention to how you look. You got to pay attention and look professional. […]

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Show Up

It’s your time to jump up and show up every day. We talk about people in our industry who crush it and sell 40 and 50 and 60 cars. How do they show up? What is their drive? How do they do it inside of themselves? They’re not motivated by the media or the manager […]

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Rules of Engagement

How do you keep it simple? How do you keep every engagement with a customer or somebody at a restaurant? How do you make things work for your customer? You need rules. You need rules of engagement. Something that you can live with. Here’s mine. My rules of engagement for anytime I greet a customer […]

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