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http://saturdaymorningsalesmeeting.com/wp-content/uploads/2021/03/SMSM-114-139-Documentaries-and-Process.mp3 In this episode, Ray and John discuss movies for a long while.  Then, finally turn their attention toward the car business with a 700 unit/month dealer which Ray recently visited.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2021/02/SMSM-000-138-5-ways-to-increase-sales.mp3 In this episode, Ray and John discuss an article found on LinkedIn titled “Five Ways To Increase Sales”.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2021/01/SMSM-112-137-How-to-move-up-the-ladder.mp3 In this episode, Ray and John discuss how to create the career you deserve.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2021/01/SMSM-111-136-Managing-People-You-Dont-Like.mp3 In this episode, Ray and John discuss an article from TheMuse.com regarding what to do when and employee (or supervisor) isn’t someone you enjoy being around.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/12/SMSM-110-133-Importance-of-Little-Things.mp3 In this episode, Ray and John discuss doing the little things consistently, which leads to accompishing BIG goals.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/12/SMSM-109-006-use-of-the-telephone.mp3 In this episode, Ray and John introduce a previously unreleased episode from nearly a year ago (January 2020) about the use of the telephone in sales.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/12/SMSM-108-132-Overing-the-Stall.mp3 In this episode, Ray and John discuss the very common stall, “Let me think about it.”  Stalls and objections can be put to rest by having a genuine interest in the customer’s satisfaction with the deal.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/12/SMSM-107-131-Software-Tools.mp3 In this episode, Ray and John discuss the various software tools used in a dealership, for example: DMS, CRM, Trade Appraisal, Parts, Manufacturer, website, and data mining.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/11/SMSM-106-130-Becoming-Your-Clients-Expert.mp3 In this episode, Ray and John discuss how and why to become the “Go-To Guy” for your customers.  Whether you’re in service, sales, or another industry, you will benefit from being the expert that your clients look to for advice and support.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/11/SMSM-105-129-Managing-By-The-Numbers-II.mp3 In this episode, Ray and John are again joined by Ray’s lovely wife and famed CFO, Kate for a continued discussion of using data to help focus and forecast your team’s performance.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/11/SMSM-104-128-Are-You-A-Perfectionist.mp3 In this episode, Ray and John discuss how to avoid the trap of inaction due to fear of failure or seeking perfection.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/11/SMSM-103-127-Managing-By-The-Numbers.mp3 In this episode, Ray and John welcome a special guest host, Kate West.  They discuss the importance of measuring performance through data analysis.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/11/SMSM-102-126-Creating-Urgency.mp3 In this episode, Ray and John discuss creating urgency in the mind of your customer to make a deal today.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/11/SMSM-101-125-Gaining-Commitments.mp3 In this episode, Ray and John discuss getting to “Yes” through a series of meaningful commitments.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/11/SMSM-099-110-Building-Trust-With-Customers.mp3 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.

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/10/SMSM-098-124-Building-Your-Emotional-Bank-Account.mp3 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?

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/10/SMSM-097-123-Sales-Lead-Ownership.mp3 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?

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/10/SMSM-096-121-Impact-Of-Emotions-In-Sales.mp3 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?

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/10/SMSM-095-102-Implementing-Change.mp3 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?

http://saturdaymorningsalesmeeting.com/wp-content/uploads/2020/10/SMSM-094-099-Product-Knowledge.mp3 In this episode, Ray and John discuss whether or not product klnowledge is required for an effective sales process.