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Chain Saw Age 1980s Archive Copies Now Available

A detailed history of products, technology, events, issues and industry personnel is captured in newly released, 1980s-vintage sets of Chain Saw Age magazine. Every issue of Chain Saw Age throughout…

Ideas On How To Handle Inventory Issues

Ideas On How To Handle Inventory Issues

Keep in mind that almost all other industries are experiencing the same shortage in inventory. Unless someone is living under a rock, they know this. Simply say, “Joe, as you know, cars, computer chips, every single industry is dealing with inventory issues right now…

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Conversations With Prospects

Conversations With Prospects

I was recently in a sales meeting for a company that I just started working with. One of the subjects that came up was how to handle the first interaction with the prospect. By first interaction, I’m referring to the first conversation…

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Emotional Control & Selling

Emotional Control & Selling

Sales is a transfer of emotion. If we are nervous, our customer will be nervous. If we are aggressive, which means we don’t really care, we are just there for the order, our customers will be defensive. When we are calm and prepared, our customers will have a…

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Have You Ever Really Thought About Motivation?

Have You Ever Really Thought About Motivation?

We are in the motivation business. We try to motivate others to say yes to our idea, our proposal or our deal. Most of you reading this are pretty darn good at it. What about self -motivation? I work with salespeople and sales teams who want to increase their sales. Some of these teams have technique…

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Re-Thinking Dealership Organizational Structures

Re-Thinking Dealership Organizational Structures

As business owners, most of you are familiar with the typical top to bottom governance structure for a business: Owner, Board of Directors and CEO/Management. I would guess that most of you follow this structure in your business, just like the publicly traded companies. But the difference between your dealership and a publicly traded…

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How to Get Instant Customer Feedback Through Text Messaging

How to Get Instant Customer Feedback Through Text Messaging

Despite the challenges that dealers are facing – one-time customers, seasonal peaks, and limited supplies – they are still finding ways to increase sales and grow their business. The key? Incorporating text messaging into their customer communications. That’s…

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