In this episode, Ray and John discuss how to avoid the trap of inaction due to fear of failure or seeking perfection.

In this episode, Ray and John welcome a special guest host, Kate West.  They discuss the importance of measuring performance through data analysis.

In this episode, Ray and John discuss creating urgency in the mind of your customer to make a deal today.

In this episode, Ray and John discuss getting to “Yes” through a series of meaningful commitments.

In this episode, Ray and John discuss ways to build trust with customers. Body language, what you say, and how you say it, all of these have an impact on whether a customer feels they can trust you or not.

In this episode, Ray and John discuss a recent podcast by Jocko and articles referencing your emotional bank account.  How can managers, salespeople, and others create an environment in the dealership which leads to happier, more successful teammates?

In this epsiode, Ray and John discuss a question posed in a facebook group about two differing approaches to lead distribution: lead ownership vs task ownership.  Which is more effective?

In this episode, Ray and John discuss how the emotional state of a prospect can influence the effectiveness of a proposal.  How do we train salespeople to detect and influence emoional states?

In this episode, Ray and John discuss how to effectively implement changes in a dealership.  Whether it’s a new sales or service process, a new or updated department such as BDC, or a new way of doing business such as Digital Retail.  What are the pitfalls to avoid?   How can we ensure adoption and excitement?

In this episode, Ray and John discuss whether or not product klnowledge is required for an effective sales process.