Blogs
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Closing starts with hello
First impressions make it — or break it. You won’t close a sale unless you start the conversation the right…
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Preparing for the price question
There are two things that salespeople can pretty much count on hearing from customers. They will say, “Just looking,” when…
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How are you selling F&I?
How many phone and Internet customers are you closing on protection products? Think about it. You currently know what your…
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Cause and effect: What’s in your wallet?
Take away the cause, and the effect ceases-Miguel de Cervantes Scratching your noggin staying up at night wondering why certain…
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Follow me to Sturgis
It’s my turn to write a blog for PSB, but my mind is on one thing this week — Sturgis.…
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Best merchandising helpers — Part 1
I find it’s the basics that always need to be addressed with regards to tools we need to run a…
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Why employees steal and ways to prevent it
I know you don’t want to talk about employee theft, fraud or embezzlement. It is an uncomfortable topic to discuss…
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Getting toddlers on two wheels
Ten months old. How many kids fall in love with two wheels that young? Not many, but imagine if they…
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Social media: Reaching new audiences
In February, managing editor Liz Keener wrote a blog post on encouraging younger generations to ride. It’s important for the…
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Disneyland and dealerships
What does that have to do with what I’ve got to talk about? Attitudes and process. Some stores that I…
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Session one: Presentation and demonstration
The classroom is not the place to go into the specifics of each model. It would take way too…
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Auto response on autopilot?
The difference between the right word and the almost right word is the difference between lightning and a lightning bug…
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New overtime changes coming to a dealership near you
Hey, dealers! It’s time to get ready for some very interesting payroll changes that are coming down the pike from…
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It’s almost June; are you prepared?
P&A Merchandise review status Be like the Boy Scouts! We are in seasonal retailing, and we do our best to…
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Sex sells? Research says…
Liz Keener’s recent article, Are bikini bike washes limiting your customer base, sparked many comments, including this lively discussion on…
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Session one of sales training: Part two
Normally, I tell a quick joke after the break to try and relax the class. I know there is a…
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What kind of protection do you use?
If you’ve been following the business manager’s story I’ve blogged about over the past couple of months, you know that…
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Why we do…
“There are two great days in a person’s life — the day we are born and the day we discover…
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Collection selling
My favorite things to merchandise are apparel brands and collections. I love showcasing a brand, or part of a brand,…
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Find your dealership’s next superstar using social media!
Most of what we knew about finding good employees has changed, and yet some things have stayed the same. Even…
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