Richard Libin - President for Automotive Profit Builders
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I Don’t Understand

Why do dealerships spend enormous amounts of money to stay on the cutting edge of technology and marketing, but then make it virtually impossible to do business?

Feast or Famine? Not If You Know How To Prospect!

Times are tough, but as an old adage reminds us, “When the going gets tough, the tough get going.” In the automotive industry, good salespeople know how to ride economic waves.

The Trust Triple Play

In baseball, a triple play is the rare act of making three outs during the same continuous play. In sales, it’s the ability to gain the customer’s trust in three crucial areas: the product, the dealership, and the salesperson. All relationships, and therefore sales, are built on trust in these three elements. Ask any top salesperson what contributes to their success, and they’ll put building trust at the top of the list.

10 Things That Require Zero Talent: A Hiring Guide for Sales Managers

If you hire the ideal candidate and then, in three months it’s not working out, look at yourself. Employees are responsible for bringing their time and talent to work. You’re responsible for making sure these don’t go to waste.

The Three Most Important Letters in Sales: A.B.L.

With a positive mindset, a view toward the future, and the right training, salespeople will understand the need and will continue to Always Be Looking for opportunities and loyal clientele, regardless of how business is doing.

If You Don’t Give 100 Percent, Why Bother?

A salesperson’s approach to work defines how they are regarded by colleagues and, more important, by customers. It defines who they are at work, and it impacts their ability to succeed. If you aren’t prepared to give 100 percent, why bother?

Just Do Your Job

If salespeople focused on just doing the best job possible, client loyalty would never be in question. Yet every day, salespeople don’t deliver. Why? The three most prevalent barriers to just doing your job are a lack of understanding, fear and attitude.

There is Only One Time: Customer’s Time

We’ve all experienced the high-pressure sale — the push to “buy now” before it’s too late. While many salespeople believe this approach works, stories abound of customers who simply walked away because they didn’t like the pressure. ​When will salespeople learn? There is only one time: the customer’s time. Does it really make a difference