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As Business Managers, we are all probably aware of the fact that we essentially have two directives…protect and produce. We conduct our business transactions, faithfully adhering to legally compliant, ethical […]
Interacting with Colleagues/Internal Customers
Intangibles, Providing Perspective, and Outside Liens
Examining that the overwhelming majority of what we offer in the Business Office is intangible, it’s no wonder we have to be on cue with our message, when working with […]
How Do You Make Them Feel?
I have been extremely fortunate, in my travels, to make the acquaintance of some remarkable folks…many bright, talented individuals who each bring a great deal to the party, if you […]
Defending Yourself Versus Recognizing Opportunities for Improvement
We have seen it countless times, over the years. A new Salesperson joins the team and is motivated by hope for gain. They may not know much more than the […]
Sharing, Believing, and Cringing at the BAD Karma
More than a few years ago, as a Salesman, I would commonly field a Guest’s question, “Erik, what do you think about those extended warranties?” The response was always the […]
Helping Service Writers
Field work provides plenty of inspiration for my training tips. I have wanted to tackle this topic for a long time, but found it difficult to formulate a process to […]
The Message
Let’s think outside of “the box”, if you will, for a moment. How may we further the cause of efficiently communicating all of the benefits, with our Guests, of taking […]
Internal Customers
Our colleagues are our Internal Customers; each of them is as important as anyone we’ll see today. Be that as it may, the Sales/Finance relationship is regularly strained, regrettably, as […]
Motivation, Suppression, and Maintaining Control
To be sure, I fully supported and recognized the efforts of my sales staff. Been there and done that. Plenty of pairs of shoes were worn out obtaining an understanding […]
Leadership Through Mentoring: Improving the Back-end Via the Front
At my old dealership of nearly 2 decades, we did all of the new car deliveries on the showroom floor. Being inside, it wasn’t long before I began to notice […]