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Turn off or turn down your sensitivity meter…

This is a funny business. I don’t know what to do when I hear the odd sales person or sales manager complain about the language some customers use during the sale, except laugh. My friends, that’s simply the way some people talk. Get used to it or get out. Actually,

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It’s Been A Tough Week…

As many of you know, my father passed a week ago. I cannot express the gratitude and appreciation I feel from all of your emails and text messages, an avalanche of outpourings that really did help me more than you will know. They numbered in the hundreds, and it took

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You can’t sell a secret

Do you remember exactly where you were when you lost your virginity? If I said I wanted a soda pop or soft drink what brands would you mention? These are two very different examples of things that are highly memorable. When a customer says the word ‘car’ what or who

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Your energy flows where your focus goes

We often think obsessions and addictions are negative. Would you say that car sales for Joe GIRARD, golf for Arnold Palmer, boxing for Muhammed Ali and music for the Beatles was just a passing thought? I believe that we could all be a little better off with some addictions and

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F&I: You aren’t STILL using THAT are you?!

You know the look that people with iPhones give people with cell phones just before they ask “you aren’t STILL using THAT are you?!” and then mr. cell phone goes on about how it’s good enough for them, and how it does all they need it to do, and then

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Who is your real competition?

I stopped worrying about traditional competition years ago. I know first hand that the majority of people in any field (and I have worked in a few of them) really don’t care all that much about their careers, their customers, their learnings or their incomes. Oh sure, they say they

Read More »

Another Great Christmas Dinner with Joe Girard

Nero’s restaurant in the Caesar Casino overlooking the Detroit river was the perfect place to meet. I can only hope I have half the energy, charm and drive at his age. He has another book on the way, “Life’s 13 Rules” and it will be a barn-burner. In it he

Read More »

Turn off or turn down your sensitivity meter…

This is a funny business. I don’t know what to do when I hear the odd sales person or sales manager complain about the language some customers use during the sale, except laugh. My friends, that’s simply the way some people talk. Get used to it or get out. Actually,

Read More »

It’s Been A Tough Week…

As many of you know, my father passed a week ago. I cannot express the gratitude and appreciation I feel from all of your emails and text messages, an avalanche of outpourings that really did help me more than you will know. They numbered in the hundreds, and it took

Read More »

You can’t sell a secret

Do you remember exactly where you were when you lost your virginity? If I said I wanted a soda pop or soft drink what brands would you mention? These are two very different examples of things that are highly memorable. When a customer says the word ‘car’ what or who

Read More »

Your energy flows where your focus goes

We often think obsessions and addictions are negative. Would you say that car sales for Joe GIRARD, golf for Arnold Palmer, boxing for Muhammed Ali and music for the Beatles was just a passing thought? I believe that we could all be a little better off with some addictions and

Read More »

F&I: You aren’t STILL using THAT are you?!

You know the look that people with iPhones give people with cell phones just before they ask “you aren’t STILL using THAT are you?!” and then mr. cell phone goes on about how it’s good enough for them, and how it does all they need it to do, and then

Read More »

Who is your real competition?

I stopped worrying about traditional competition years ago. I know first hand that the majority of people in any field (and I have worked in a few of them) really don’t care all that much about their careers, their customers, their learnings or their incomes. Oh sure, they say they

Read More »

Another Great Christmas Dinner with Joe Girard

Nero’s restaurant in the Caesar Casino overlooking the Detroit river was the perfect place to meet. I can only hope I have half the energy, charm and drive at his age. He has another book on the way, “Life’s 13 Rules” and it will be a barn-burner. In it he

Read More »