Sales Training

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Perception Magic (The FRONT #27)

by Mike Phillips

Tonight I am talking about perception magic! Our perceptions affect our beliefs and belief systems. In fact, you can be looking at the same item, or in the same situation with a different person and you can each see two completely different outcomes. Let me start with a few definitions of things I’m going to […]

Besides Talent, You Must Also Have Skills

by Mike Phillips

Besides talents, you must have the skills to see long-term success. Talent is defined as having a natural aptitude. And, Skill is having the ability to do something well; expertise.  I like working with talented people. People that have a raw and natural ability to accomplish and accel in their chosen craft. I also admire and enjoy working with […]

Follow Up And Follow Through In Sales (The FRONT #19)

by Mike Phillips

Follow through and follow up (with customers) seems to be, to many people, a lost art. I used to think that lack of follow up, or a follow up “problem” was exclusive to salespeople, in the traditional sense. I have had several experiences with many businesses lately where there is no follow through. Meaning someone at the business tells […]

Consistency to Success (The FRONT #11)

by Mike Phillips

Consistency is one of the keys to success!! We have all heard “success leaves clues.” The biggest key to success, in my opinion, is consistency. So tonight I am spending a bit of time discussing a few key ways to stay consistent and accomplish more of your tasks! Make a conscious decision to remain consistent. […]

Philadelphia and IS20G Recap (The Front #10)

by Mike Phillips

This is my recap last week from Philadelphia and The Internet Sales 20 Group Recap (#IS20G) This week I recap my trip to Philadelphia, PA for the Internet Sales 20 Group. This conference (or event) is hosted by Sean V. and Karen Bradley’s company Dealer Synergy. It was an excellent event. Hosted by great people. […]

Power In The Process (The FRONT #9)

by Mike Phillips

The process is the power, and there is power in the process of anything! I start off by discussing the sales process for handling a customer in person. Then  I chat for a few minutes about the phone and BDC process that we use to walk a customer through setting an appointment. Keep in mind […]

Eliminate “The Scaries” & Sales Fear (The FRONT #6)

by Mike Phillips

Eliminate “the scaries” & sales fear This is a few tips on how to eliminate the fear during the sale. The two primary fears: Fear of rejection or fear of failure. When these two fears set in, then often salespeople will avoid the customer. And we want to avoid that feeling and make sure to get […]

Half of 2017 is in the Books!

by Mike Phillips

7 Minutes On Car Business Stuff

by Mike Phillips

7 minutes on Car Business Stuff #TodaysThoughts Today I’m spending 7 minutes (or more) talking about the car business. Recently, I was engaged with a video and conversation with an individual that had an opposition to the automotive industry. Today, I offered my response in a Facebook Live video. Often, there are so many negative posts, […]

Smile and Dial! – Four Steps to Phenomenal Follow Up

by Mike Phillips

I was conducting a sales training session recently. The subject of “follow up” became the focal topic during this particular session. And, during that time several questions were asked on the topic of follow up specifically. How do I tend to run such a high return call rate? What is the secret to getting the […]