In his book, The Paradox of Choice, Barry Schwartz comes to an interesting conclusion involving human choice. "People choose not on the basis of…
Ernie KasprowiczDecember 2, 2011
Strong title I know but we've all heard the old axiom before, "Don't assume, it makes an ass out of you and me." (Assume…
Craig LockerdOctober 20, 2011
Are you selling value or are you just trying to sell rubber, metal and leather? As automotive salespeople, it's our job to show our…
Craig LockerdOctober 19, 2011
Williams James, the father of American psychology, said it best when he said, "The most important discovery of our time is the realization that…
Craig LockerdSeptember 8, 2011
It's been said before and I'll say it again, just to ensure that you've heard it a 1000 and 1 times: successful sales people…
Craig LockerdSeptember 2, 2011
Have you taken a look at your sales presentation lately? How does it stack up? Are you asking questions, that you DON"T already know…
djohnsonJuly 26, 2011
Recently I asked our Recruiter/Trainers that are in dealerships across the country to find out, on average, what our clients pay per month for…
Craig LockerdJune 27, 2011
OK....sooooo you are a dealer that has been affected by a lack of inventory due to world events and your first concern, fear is…
Craig LockerdJune 2, 2011
“If you expect above-average results you must learn, implement and perform above-average concepts.” Pacing, matching or mirroring, whatever it is that you want to…
djohnsonMay 26, 2011
