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Building Value for the Highly Informed Shopper - Part 2

We have talked about how our typical shopper is now spending 11+ hours of online research before we ever see or hear from them.


Building Value for the Highly Informed Shopper

We have always said that the number one job of the salesperson is "Selection". By this, we mean that everything we do with the client or for the client is designed to help them get the best vehicle choice for their specific situation.


Making "No" the right answer

Have you ever noticed how easy it is for people to say No in a shopping situation? It's almost automatic!  Of course it is just natural shopping behaviour that comes from their fears.


Begin with the end in mind Ok but...

Many of us have heard the Stephen Covey quote: "Begin with the end in mind". We actually hope you have read the book it came from: "The 7 Habits of Highly Effective People".


What do you have in common with your client?

Have you ever been asked by your sales manager when you walked into their office with a deal worksheet: "What do you have in common with these people?" It is a great question that a sales manager could ask you about the people you are trying to sell a car to.