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How to Better Believe in Yourself

Do you ever talk to yourself? (Right now, you’re probably thinking: Hmm, talk to myself? Do I do that?) Most people have an ongoing mental conversation with themselves. This is what many psychologists call self-talk. Left unattended, that conversation typically sways negative. When I was younger, I used to be pretty hard on myself: •

Are You Making These Common Management Mistakes?

Being in the motorcycle business, you know that a governor is a device intentionally limiting acceleration. I submit that dealership managers are restricting their own acceleration (although not intentionally). Below are five of the most common ways in which managers are holding themselves back. 1. Sales managers are selling and closing every deal. Because of

How to Battle Promo FOMO

Customers are becoming numb to our sales promotions. It seems like every dealer has a fear of missing out if they don't run a daily sales promotion. I refer to  this as "promo FOMO." With almost every dealership newsletter and Facebook page, the same promo cycle seemingly spins on repeat because retailers don't want to be

Make the Buying Process More Enjoyable for Your Buyer

Involve your buyer as much as possible in the sales discussion. This is just plain common sense; conventional wisdom holds that while people hate to be sold, they love to buy. Ask your buyer questions to make him enjoy the act of buying more. Here are some examples: “On a scale of one to ten

Losing Control of the Sale? Find Something Positive to Take Away

Staring straight ahead, firmly gripping the wheel, the driver fixated on the snowy road in front of him. His jaw clenched, he steadily — subconsciously, perhaps — pressed harder on the gas pedal as he and his vehicle pushed onward through the driving snow. But he wasn’t thinking about the road; instead, the driver’s mind was

The Power of the Chiasmus: Why You’ll Want to Use This Fun Figure of Speech

Hearing “yes” in any type of situation — with colleagues and customers — is largely about appealing to the other person’s enlightened self-interest. One of my favorite ways to effectively do that is through the use of language, specifically a figure of speech called “chiasmus" [kahy-az-muhs]. A chiasmus is a verbal pattern in which the second

My Holiday Selling Advice? Keep It Clean

As the holiday shopping season kicks into high gear, retail professionals will be busier than ever, and your job is to persuade shoppers to buy what you’re selling. My advice during this critically important but potentially lucrative and exciting time? Don’t be one of those brands, companies or individuals that skate the fine line between ethical