Leveraging Service to Grow Your Commercial Sales Production

Leveraging Service to Grow Your Commercial Sales Production – Golden Nugget 028

In episode 48 we met Joe Pecherski, a Commercial and Medium Duty Truck Manager for a dealership in Michigan. In the episode, Joe focused in on how the commercial business differs from regular showroom sales, and how to set yourself up for long term success.

One of those factors had to do with building a strong relationship with your service department because it will result in sales for you down the road. You should focus in on driving business to them at any opportunity. And if you have a team, it’s important they do the same. Read more

Do you Value Culture Over Production? Golden Nugget 027

Do You Value Culture Over Production? Golden Nugget 027

In episode #47, Adam Robinson talked a little bit about hiring new employees that seemed to fit into your company culture. That is, that they seemed to hold the same values that your organization puts in high esteem. He also raised a challenging question regarding current employees that might detract or work against the culture you already have in place. Should you keep them around? What if they were one of your top producers? Read more

Hiring, Interviewing and Reducing Turnover with Adam Robinson of Hireology

Ep 47: Hiring, Interviewing and Reducing Turnover with Adam Robinson of Hireology

According to the NADA, the national average rate of turnover on the sales floor at car dealerships is 72%. Dealers and managers are well aware of this shockingly high statistic. It has endured throughout the years because the costs associated with turnover are easily buried in a dealer’s financial statements.

Adam Robinson, Co-Founder and CEO of Hireology says that not only is the turnover rate 72%, but if a salesperson is going to vacate their position, it typically happens in the first 90 days of employment. Read more

3 Steps to Get Your Footing Online with Kathi Kruse

EP 46: 3 Steps to Get Your Footing Online with Kathi Kruse

It is said that who you are, depends on either nature or nurture. In the case of Kathi Kruse, the answer is likely both. Her grandfather owned a car dealership in downtown Los Angeles, so it could be her nature. But as a child, she chose to play with Hot Wheels and Matchbox Cars, so perhaps it’s nurture too.  

Regardless, Kathi was destined for a career in the car business. Today she is a Social Media Strategist, Marketing Expert, Consultant, Author, Blogger, Speaker and Founder of Kruse Control Inc. Read more

Your Competitor is Cheaper - Handling the objection. Golden Nugget 026

“Your Competitor is Cheaper” – Handling the objection. Golden Nugget 026

In episode #45 with Mike Davenport, the 5 keys to sales success were discussed at length. According to Mike, one of those keys is to learn how to effectively close. Patrick shared that closing begins with getting over the fear of asking for the sale. So many people miss out on sales and income because they never even ask for it. Why? Because they aren’t prepared to continue the conversation when their client brings up an objection.

Mike specifically called out an objection where his client will compare his price with a lower price being offered by one of his competitors. His advice was to ask:

“If the money was the same, who would you rather do business with?”

When they respond by saying they would prefer to buy from him, he asks:


“What else?”

“What else?”

And so on, until they run out of reasons. At that point, he’ll ask for the sale again. Listen to the Golden Nugget to hear him describe it. According to Mike, it almost never fails him.

The key for this to work is that you had better have done an excellent job throughout the process and earned the right to ask a close like this before you use it. The point is, you’re selling and closing based upon yourself, your reputation, and the experience you’re providing. Mike filled us in on the key aspects to providing the experience necessary to ensure this close will work during the full length episode. If you missed it, you can listen here.


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Mike Davenport 5 Keys for Sales Success

Ep 45: Mike Davenport: 5 Keys for Sales Success

Bachman Chevrolet’s “Louisville Chevy Dude,” Mike Davenport sold seven cars his first month in sales. To date, that is his worst month ever. Mike’s steady growth and sales success over the last 17 years is credited to the philosophy of taking care of the customer first. Read more

Ep 44: Four Lessons Learned - A Be Less Typical Update

Ep 44: Four Lessons Learned – A Be Less Typical Update

Patrick and Courtney share about what’s been going on with Be Less Typical in recent months, as well as some insight into future episodes. This episode is different from the usual format, but don’t worry, the show will be back to normal again next week! Read more

Enhancing the Showroom Experience. Golden Nugget 025

Enhancing the Showroom Experience. Golden Nugget 025

During the conversation with Josh Mitchell in episode #43, he shared about a recent Saturday when his sales team sold 80 cars. A great sales day for certain, and a day that put stress on everyone involved. He shares that one of the biggest reasons his dealership has had continued success, is because during busy times they manage to have fun and provide an enjoyable experience for their customers.

He also talks about a piece of technology they utilize to help employees and customers alike celebrate when someone makes a purchase. Oftentimes, everyone on the showroom floor will clap and cheer out loud.

The app they use to help them accomplish this positive experience and atmosphere is called ABN Live. You can find more information about the software here.


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Think Like a Customer with Josh Mitchell

Ep 43: Think Like a Customer with Josh Mitchell

Before Josh Mitchell joined Dan Cummins Chevrolet in Paris, Kentucky he was looking to challenge himself in his career. Car sales seemed like “sales on steroids,” so he decided to give it a shot.

After just three months Josh was moved from the sales floor to Internet Sales. Since starting nearly six years ago, dealership sales output has grown by five times. He attributes this growth in part to the culture instilled by the dealership owner who communicates and empowers the managers who do the same for their employees. Read more