Archives

Tweak The Minors To Prevent The Majors

With the exception of your home security system, success is not predicated on a “set it and forget it” mentality.  Pilots don’t just set a Boeing 767 in the air and then go have a drink with the passengers until it’s time to land, nor do coaches design a game plan for tonight’s game and […]

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The Psychology Of A T.O.

One of the hardest things for a new salesperson to grasp is the significance of a T.O.  The reason why new hires are resistant to the T.O. is because of its negative thinking behind the word “T.O.” The only thing good about the word “turnover” is when it has the word apple in front of […]

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Like it or not, sowing and reaping is a real principle we all live by. Everybody on earth, every profession is under the law of sowing and reaping. The law of sowing a reaping can be either good or bad. For example, take the high school student who maintains a high GPA- staying up late […]

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AutoSuccess Magazine Podcast

http://traffic.libsyn.com/sellingsuccess/AutoSuccess_228_-_Marsh_Buice.mp3 In this week’s podcast, we discuss how you can set yourself up for success on the sales floor. Sadly, selling has become a lost art-form. Many sales people approach their profession with a “just enough” attitude, giving very little to their profession. With just a few disciplines-along with a different mindset, you can learn to become superior in a talent pool […]

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How Much Skin You Got In?

If you were afforded the opportunity to work at a dealership under the guise that you must first invest 25, 50, or even $100,000 would you pony up? If you did elect to invest such a large sum of money, would you even be the least bit curious as to what kind of return you […]

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Ain’t No Forest Without The Trees

It takes one tree with a purpose to begin a forest; with purpose, one tiny seed, mixed with the right conditions, can spring forth a magnificent tree. As a tree stretches upwards, it also stretches outward with its mighty branches dropping seeds of opportunity onto the fertile ground below. It takes time, along with the […]

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Can They See You?

Fearful of the Boogie Man, my 4 year old daughter asked me to escort her into the garage so she could get a soda. As we approached the door leading into the garage, I opened the door and stopped. Sensing I was still with her, she opted not to turn on the garage light and […]

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Most Objections Have Options

It’s been said that nothing in life is guaranteed, yet one thing is certain in sales: There will always be objections. In the sales profession, objections are a necessary evil. After all, if there were no objections there wouldn’t be a need for salespeople; thankfully the products do not sell themselves and need advocates like […]

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The Jewel Or The Vile?

The word Jade is a heteronym (a word with the same spelling, yet different meanings) that is used in one form or another in the arena of sales. When used as a noun, Jade is a beautiful, expensive gemstone. As a verb, Jade is defined worn out broken down worthless and dull. If the word […]

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To’s Mean More Than Time

One morning I was shaken from my deep sleep by the deep growling of the trash truck’s engine followed by the skidding sounds of my neighbor’s trash can coming to a screeching halt in their driveway. Realizing I did not push my overflowing trash can to the road; I valiantly sprung out of bed and […]

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