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Mark Tewart Articles
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Phone Dynamics - Click To Read Article Sales training doesn’t work because it focuses on the wrong things in the wrong way. If you were to research books and training materials on sales for the last one hundred years you would find a vast amount of material on sales techniques, word tracks, objection handling, closing techniques and sales systems. All of those things are good for your sales knowledge and education but they account for only about ten percent of sales success. The Five Keys to Success - Click To Read Article Do you have the keys to unlocking doors that are now closed for you? Stop Working & Start Thinking - Click To Read Article “Work harder” – “Work more hours” – “Put your nose to the grindstone” – “You have to pay your dues” – “Climb the ladder of success.” Do all of these sayings sound familiar? These common phrases often espouse ideas that become anchored as limiting beliefs in your brain. Here’s the shocking news; these phrases often put into motion a cycle of struggle and failure. These common teachings may have kept you from having the kind success you desire. The missing ingredient is not your work, it’s your thoughts. The Champion Coach - Click To Read Article Do you, as a manager, have what it takes to lead your team and be a champion coach? Swim With A Dolphin - Click To Read Article One idea to improve sales that most people don’t want to talk about is the ability to recharge your batteries. Salespeople who run on low batteries don’t perform as well as when they are charged up. Are You The CEO? - Click To Read Article Never forget that the company you work for writes and signs your check, but you fill in the numbers. Always take responsibility for everything. You are the CEO. The Complacency of Excellence - Click To Read Article The challenges faced with both excellence and poor performance can be approached with the same tools. The Wizard of OZ - Click To Read Article Dorothy and the characters are all seeking something from the Wizard that they feel is missing – Heart, Courage, a Brain. All salespeople are on the same kind of journey seeking something they feel they are missing in their sales. Car Sales 101: A Case Study - Click To Read Article The time had come for my wife to get a new vehicle. Let’s take a look at the good bad and ugly of her experiences. Five Lessons I Learned At Starbucks - Click To Read Article Who knew you could learn so much at Starbucks? How To Build a Winning Team - Click To Read Article What are the steps to building a winning team? People Hear What They See - Click To Read Article After returning home form a speaking engagement in New York, I wanted to relax a little and flipped channels on the TV until I came to a movie called “Beyond the Sea.” My intention was to just watch and enjoy the movie and just release all the tensions of work and travel. It was time to veg-out and not think. Then – boom – it happened. A line from the movie hit me like a thunder bolt: “People hear what they see.” Can I Trust You - Click To Read Article Listen to what customers say and what they are trying to say. Listen to what customers really mean. Training Or Education - Click To Read Article The biggest challenge is how to make the training become effective, results oriented education. Ten Tips for Recruiting Sales People Successfully - Click To Read Article Tips for Recruiting Sales People Successfully Fire Your Advertising Agency - Click To Read Article There is a startling way for most dealers to double their business – fire their advertising agencies. Explode Your Sales Success - Click To Read Article In the last several years, I have had a revelation about the art and science of sales. The answer to sales success is within all of us. The answer is simple but the key to unlock the answer is elusive. Super Bowl Ads Super Marketing or Super Waste of $ - Click To Read Article it was fun to watch the advertisements. I watched the ads not from a football fan or TV viewer’s perspective, but from a marketing perspective. My goal was to figure out if each ad was a super ad or a super waste of money. Lead Generation = Dollar Creation - Click To Read Article All businesses are built on two areas of competency – people skills and marketing skills. Many sales people who are more than adequate in their sales and people skills are struggling today. The reason is most sales people lack enough opportunities with customers. Lead generation = dollar creation. Negotiate Like A Professional - Click To Read Article Negotiating can be done in a professional manner that can increase customer satisfaction while helping to protect both parties’ interests. What Business Are You In? - Click To Read Article What business are you in? “The car business” would probably be your normal answer. I would invite you look deeper into that question. Find Your Hidden Wealth - Click To Read Article Finding your hidden wealth The Most Important Decision of Your Life - Click To Read Article What is the most important decision of your life? People Buy From People - Click To Read Article As a sales professional, it can be an eye-opening experience when you go shopping for yourself. Weaknesses in other’s presentations can teach us lessons about how to strengthen our own. One common theme you might notice is that many people don’t seem to recognize that people don’t buy products or services. People buy from people. Words Are Cheap - Click To Read Article Words are cheap. What matters is the true belief system behind your words and the actions you take because of those belief systems. Economies don’t improve, people improve. Waiting for something to happen is for losers. The most important economy is the one created between your ears. I Want To Think About It - Click To Read Article When customers tell you they want to think about it, they are really telling you they either have an unspoken objection or they are not convinced that you or your product and service is right for them. Are You Boring? - Click To Read Article Entertainment = Sales. Boring = Broke. Let Your Fantasy Be Your Reality - Click To Read Article What would you do in your sales career if you did not have limitations? Everyone has self-imposed limitations. These limitations can stem from several strong forces – environment, childhood experiences, workplace profiling, etc. Never allow anyone to pigeonhole you into whom you supposedly are or who you are not. The Most Important Customer - Click To Read Article Customer service is false propaganda. Success Or Failure? - Click To Read Article Successful people just seem to get a lot more done in a day than unsuccessful people. The main reason is successful people keep the main thing the main thing. Success is not an accident. Selling the Difference - Click To Read Article Cars, dealerships and sales people can be commodities. As a sales person, your job is to move everything you do and everything you have towards being a non-commoditized item or service. You must sell your difference. The Power of Now - Click To Read Article The intention of goal setting is to look toward the future and think of and plan for what you desire. Goals provide hope. My definition of hope is “Having Optimistic Predictions & Emotions.” However, goals can create your biggest stumbling block to getting what you desire. How to Avg. $3K to $4K Gross Profit per Vechicle Sold - Click To Read Article There are only five ways to increase the bottom line of a business: Sell more vehicles, practice price elasticity (get more gross profit per sale), create more repeat customers, increase the speed of the buying, cycle for your current customers, and create continuity programs by getting the customer to continually do business with you (service, add-on selling etc.). Although all are important, one can be obtained instantly and with a huge impact -price elasticity and the ability to increase gross profits. How to Flood Your Dealership with Customers - Click To Read Article There is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and tactics. Strategy is your overall goal for your business and your overall marketing philosophy to achieve those goals. Fake It, Till You Make It - Click To Read Article You are who you decide to be at any given moment. It does not take money, a degree, a certain age, a certain appearance, tons of experience, knowing the right people, past success or any other qualifying factor that you may be currently using as a subconscious roadblock to your desired success. Your belief system creates your results both past and present. If your current belief system is not what it should be to support your success, you must fake it, till you make it. You are Santa Claus - Click To Read Article Decide to become Santa Claus and give yourself the gifts you have been denying. Change More Than the Calendar - Click To Read Article If you are waiting for the calendar to change your life or your business, you are kidding yourself. My own observation is that these false start dates are nothing more than excuses and actual obstacles to not face reality and take action. No matter your intentions, I think everyone has been guilty of false statements at some time. Complete Sales Freedom in Two Years or Less - Click To Read Article Many sales people tend to always be chasing the next customer and worrying about the next paycheck. The good news is that this is unnecessary and can be fixed forever in two years or less. Sales people can eliminate future sales and income anxiety once and for all. The Powerful Sales Person - Click To Read Article Customers don’t buy vehicles, and sales people don’t sell vehicles. Customers buy solutions to problems they can feel emotionally. Sales people are the conduit that helps customers discover those emotional solutions. The Power of Action - Click To Read Article I was recently invited to be a guest lecturer for an entrepreneur class at the University of Cincinnati. In the question and answer portion of the program, the professor ask me to sum up what I felt was the most important message I could stress to the class. My reply was one word – ACTION. Building Your Business - Click To Read Article Have you made the commitment that automotive sales are your career choice? Unless you commit, it’s impossible that you will take the necessary steps to create the business you desire. Long term thinking in addition to the normal short-term goals is the key to continued success. How to Increase Sales by 20% - Click To Read Article The managers in your dealership must have a written job description with clearly defined responsibilities and expectations. Having specific goals for the department is required. Daily action plans for selling, training, appointments, one-on-one coaching, save-a deal meetings, deal structuring, follow-up, etc will increase sales by 20 percent without spending more for advertising. Five Tips for Beginning Sales People - Click To Read Article Sales people are made, not born. It’s the people who do the work, who learn to market themselves, follow-up, handle rejection, persist and maintain a winning attitude that win in the sales profession. You Can Make Things Happen - Click To Read Article Thoreau once said, "Things don¹t change, people do." If things are to happen, you must make them happen. Good people and businesses always make things happen. Let¹s look at the essential rules of making things happen. Like this article? Share it with your friends
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