This is one of the most important skillsets in your entire sales career: The 8 Activities That Lead to the Sale. This is the real sales funnel— your funnel.Not the advertising funnel… not the OEM campaigns… not the promotions you have zero control over. I’m talking about the moment someone lands in front of you—whether intentional traffic driven in by marketing, or unintentional traffic you generated through your influence, reputation, and follow-up. Once they appear in you

This time of year, you cannot afford to lose sales . Traffic might be inconsistent.Shoppers might seem distracted.Decision timelines might feel longer. But here’s the truth that matters most right now: Every shopper is a buyer. The sale is already there—you just have to take your time and guide them through the activities that lead to it. This week inside the Auto Dealership Academy, we’re focusing on one of the most misunderstood (and most powerful) parts of the sales proces

If there is one predictable constant in automobile sales, it’s this: This month and next month are historically the slowest months of the year. It happens every single year—without fail. And while the market may slow down, the bank doesn’t accept “it’s a slow month” as a deposit. That’s exactly why this blog at the Auto Dealership Academy is focused on one of the most important skills a salesperson can master: Prospect Harvesting – how to chase down the unintentional buye

Let me start with something that might feel uncomfortable at first—but stay with me. Most salespeople don’t lose deals at the close. They lose them long before the close ever shows up. If you’re hearing things like: “I just want to think about it.” “I’m in no rush.” “Maybe in the spring… or next year.” “Let me talk to my spouse / kids / mechanic / advisor.” Those aren’t objections in the traditional sense. They’re symptoms. Symptoms of a deal that was never fully set up to

Let me ask you something—and be honest with yourself for a second. Have you ever walked away from a deal knowing the customer outmaneuvered you? They said: “Your price is too high.” “Another dealer will do it cheaper.” “I love the car, I just don’t pay retail.” “The payment’s too much.” “You’re not giving me enough for my trade.” And even though you felt something wasn’t adding up…you still gave ground. You discounted.You stretched the deal.You sacrificed gross. And after

This Auto Dealership Academy Module is one of the most important sessions in our entire system. Not because it’s “motivational.”Not because it’s inspirational. And not because it’s another pep talk about “working harder.” This is Step #9 of our Three Phases, Nine-Step System — the step that turns effort into personal performance . If you’ve ever felt: bored at work overwhelmed by everything you should be doing exhausted from the constant grind of prospecting, follow-up, an

Auto Dealership Academy Followers, This training on Buyer Behaviors is not theory. It’s leverage. And it’s been sitting in plain sight for over 100 years. In How to Win Friends and Influence People, Dale Carnegie teaches that if you want to increase your influence, prestige, and ability to get things done, you must learn to make friends quickly and easily. In car sales, that means this: If the customer doesn’t like you…They won’t trust you.If they don’t trust you…They won’t b

Walk into almost any dealership and ask a salesperson: “How many cars are you going to sell this month?” You’ll hear answers like: “Hopefully 10…” “I’m aiming for 12…” “Depends on traffic…” That’s not a plan. That’s a guess. And in this business, guessing is expensive. The Problem: No Blueprint, No Control Most automobile salespeople operate without a clear roadmap. They show up, wait for ups, handle a few calls, and hope things fall into place. But hope is not a strategy. If

Most automobile salespeople are busy all day… yet still struggle to convert shoppers into buyers. Why? Because most interactions start with the weakest sentence in the car business: “Can I help you?” It’s well-intentioned… but it immediately positions the salesperson as an assistant instead of the authority. And here’s the irony. Consumers actually trust the salesperson more than almost any other source when buying a vehicle — more than websites, more than advertisements, an

Let me ask you something… How many times have you given a great presentation…only to have the customer say,“Thanks, I’ll think about it.” Here’s the truth most salespeople don’t want to hear: 👉 It wasn’t a bad presentation… 👉 It was the wrong presentation. Presentation Secrets —and today I want to give you something you can use immediately on the floor. 🔑 The Secret: Stop Presenting Everything… Start Presenting What Matters Every customer does NOT want the same presenta

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Beware crossing your arms in front of your torso. Look at your customers directly in the eyes often and especially when you're talking....

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Do you plan to Achieve Maximum Potential this: month, quarter or year? Start with the easiest activity of all, listening. With two ears...

Do you plan to Achieve Maximum Potential this: month, quarter or year? Start with the easiest activity of all, listening. With two ears...

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My son Cole was telling me about B.A.N.K. A concept taught at the Automotive Business School of Canada in sales and marketing. B.A.N.K....

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