Business development seems to have many perceptions of its functionality. From my experience,... »
In the 10 years (or better) I’ve been writing this column, I have covered objections quite a few... »
Certainly, we’ve all observed this scene unfold: A salesperson behaving in a fashion that would... »
How would you respond if one of your best friends during a social gathering came up to you and said... »
Nearly five years ago I wrote and article on time management. Boy, does the time fly, doesn’t it?... »
I know it’s winter in most of the country, but during winter and specifically the early months of... »
Way back before I had underarm hair I proudly wore my Boy Scout uniform to school once a week like... »
Stop me if you’ve heard this one.A dad, a mom and a daughter walk into a dealership... I know, I... »
You still have time to make the end of 2009 the best it can possibly be. Everything is lining up to... »
Hello again, my name is Jack “Nostradamus” Bennett. That’s right. I can see the future. I have... »
Well, here it is the middle of June and you are reading this in the middle of August, or possibly... »
Before I started running my own used car operation I was the vice president of education and... »
Had I been a real customer I would have wanted to know a lot more!Do your salespeople know what... »
I have always said that there is no such thing as advanced sales training. Better salespeople just... »
Now that is a great song, and a great intro to this month’s review. Wait, wait, wait… before you... »
As we talked about over the last two months, the delivery is an important part of the sale. And it... »
Last month we talked about the delivery and I promised I would supply the perfect prospecting... »
The delivery is without a doubt, the most important part of a sale. I firmly believe that if your... »
Every once in a while I stray… away from sales training that is. But I never stray too far from my... »
Springtime and a young man’s dreams turns to…Oh, who am I kidding? Everyone’s dreams turn to... »
I have a confession to make… I didn’t know what to say. That’s right, Jack Bennett: actor, trainer,... »
As many of you know, I run my own used car dealership in southeastern Wisconsin and we do okay. We... »
We all know that the demo ride adds validity and credibility to everything the salesperson showed... »
Every dealership and management staff has a policy in place regarding demo rides and whether or not... »
Ahhhhh. The $64 question… unless, of course, the piece of junk is worth $65. Then it’s back to the... »
