Something has to give. Change is mandatory in our industry, reinvention a must! Every day I see what people are posting about dealerships all over the web. Let’s face it, as a whole people hate us. Strong words I know but just look at how our customers are treated. It’s not that they are being [...]
Let me share with you my experience, as a customer, intent to purchase a new 2012 vehicle. My name is Ernie Kasprowicz, General Manager and Partner of AutoMax Recruiting and Training, LLC. We are a company focused on staffing auto dealers with quality people within all departments and provide enhanced job skills training programs. We [...]
I was at a Dealership the other day that had laid-off the receptionist. She was also the person that managed The Traffic Log. So I asked the Sales Manager, “who is taking care of the traffic log ? ”… “I am”, he said. …. “Well, when you step out, who manages the log?” … “The [...]
This is a very interesting question and one that I will answer with scientific fact, but first let’s look at the two different sides of this debate. When you look outside of sales at the likes of Lance Armstrong, Muhammad Ali, Jerry Rice and even Tiger Woods (pre scandal) you see performances that are so [...]
de•vel•op 1. to bring out the capabilities or possibilities of; bring to a more advanced or effective state: to develop natural resources; to develop one’s talent. 2. to cause to grow or expand: to develop one’s muscles. About 10 years ago or so I took my oldest son, Joe Lockerd, to the gym with me, [...]
Automax has instilled “The Six P’s” throughout its journey to become the leading Auto Sales and Training Company within the industry. Without PROPER PREPARATION, how do you expect for your company to reach its maximum potential? Automax strives everyday to be the best. From day one, we have striven to help change people’s lives by [...]
On the very last day of class (for the last half dozen classes) I have been running a client development contest. My students have been going out prospecting. Armed with only paper and pen, they had to come back with a name and phone number of a potential client. They were given 90 minutes (This [...]
In his book, The Paradox of Choice, Barry Schwartz comes to an interesting conclusion involving human choice. “People choose not on the basis of what’s most important, but on what’s easiest to evaluate.” Common sense would dictate that if you were given a list of choices, you would choose the one that is most important [...]
What is the value of automotive sales training? Do you value it from the point of zero dollars or from the negative dollars that the absence of training brings with it? Strange question I know, but think about it a moment. If you leave a glass of cold water at room temperature it will warm [...]
Strong title I know but we’ve all heard the old axiom before, “Don’t assume, it makes an ass out of you and me.” (Assume = Ass + u + me) Having said that, why are you still assuming in your sales process? No, I’m not referring to another old axiom that says, “Always assume the [...]
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