You’re not one of “those” dealerships
We’ve been conditioned - when they stick out their hand out and say “trust me,” we grab our wallets and run the other way!
The 7 Root Objections In Sales
The real trick is to learn how to read between the lines and ascertain the root objection.
Adding Story-Doing to Your Story Telling
Imagine somebody wants to document your (presumably) unique company culture. You invite her to one of your morning meetings. Now, does her observation confirm or contradict your ads?
No assholes allowed
Remove the poison quickly and surgically. Although they’re high performers bringing in new money, they’re rotting it one asshole move at a time.
Selling like Herb Tarlic
“We will match the price of our competitors on any similar product.” With one sentence, he converted us from relational buyers to transactional ones.
Don’t Worry We’ve Got This
As I knelt in front of my players, I was at a loss for words. Which never happens. You can never tell if I won the lottery or if my dog ran away.
Rosie the Robot is happy serving other customers
Since March 2020, some businesses are hiding behind an excuse. We don’t have anyone to work. Blah, blah, blah.
We don’t need no education
Faced with 2 similar candidates, the employer will differentiate them on education. Today’s problem is getting 2 people to show up for an interview.
Milton Friedman should not like your advertising.
An opportunity to save money today overshadows an opportunity to make money tomorrow.
Three Smooth Stones
Generosity is important to creating positive vibes for your business. And your time is more valuable than money. It’s a limited resource.
Your Business Culture – Asset or Liability?
Neglecting your culture opens the door to liabilities that will hold you back, especially as you grow.
The Custodian of Hospitality
Covid-19’s impact on business and the decisions needed for survival are Frostian. But don’t lose your way. Survival depends on Frostian decisions.
Customers Of The Month gave me something I never expected
After six months, employees were recognizing each other with little compliments. Staff retention was rising. Sales were up 43% at the end of the year.
Fish when the fish are runnin’
Morris was Vice President of Marketing of a $50 million business and his favourite saying was, "We go fishin' when the fish are runnin'." But Morris was wrong.
Growth, Blindspots and FOAG
When a customer answered with FOAG (Fine, Ok, Alright, Good), our staff challenged them. “Really, it was just ok?”