DLA Online

Treat Every Customer Equally

Do Not Disparage Other Dealerships

Never Lie to a Customer

Know Your Inventory / Walk the Lot Every Morning

Establish and Write Down Goals

Learn the Industry Well

When You Are at Work, Work

Support Your Business Office

Support Other Salespeople

Have a Daily Plan and Stick to It

Read 2 or 3 Self-Development Books Per Year

Keep Track of All Your Sales on a Separate Sales Log

Use Empathy When Handling Objections

Always Look the Customer in the Eye

Always Ask the Customer to Buy the Car

Do Not Leave Money on the Table

Practice Every Day for 20 Minutes

Sell Your Customer, Not Your Desk

Sell Yourself During Negotiations

You Do Not Necessarily Get What You Deserve, You Get What You Ask For

Without a Signed Bill of Sale, You Do Not Have a Sale

Have an Evidence Manual on Your Desk at All Times

Never Put Your Business Cards on Your Desk

Results are the Only Proof of Your Ability

Set the Bar High

Become an Expert Negotiator

Develop Excellent Powers of Persuasion

Master the Art of Storytelling During Negotiations

Always Do What You Say You Will Do

Dress, Smell, and Act the Part

Treat All Customers as if They Own the Dealership

Be Patient, Not Pushy

Always Say Thank You

You Are Not at Work to Make Friends; You Are There to Sell Cars & Make Money

Always Offer to Help Someone

Do Not Be Late for Sales Meetings, Be First

Stay in Shape and Exercise Every Day

Eat Healthy

Get Enough Sleep

Save Your Money During the Months of Plenty

Keep Yourself Organized

Be Kind to Yourself

Find Yourself a Strong Mentor

Always Choose the Harder Right Versus the Easier Wrong

If You See a Piece of Garbage on the Floor in Your Dealership, Pick it Up

Remember That Patience is a Virtue

Learn Effective Stress Management Techniques

Become a Product Knowledge Scientist

Sell Value, Not Price

Become a Technology Expert

Have Impeccable Attention to Detail

Master the Art of Presenting the Vehicle

Learn the Difference Between Obvious & Hidden Value

Sell Without Being Sleazy

Do Not Rush, But Be Quick

Become an Expert on the Phone

Become an Expert in CRM Utilization

Learn Your Competition Inside and Out

Be the Best Salesperson Your Customer Will Ever Meet

Follow a Strict Be-Back Process

Equity Mine Every Day

Establish a Strong Online Presence

Master Social Media Campaigning

Once Sold, Become a Customer Liaison

Master Video Techniques

Make at Least One Appointment Per Day

Prospect Every Day

Make Friends with Your Service Advisors

Always Carry a Bunch of Business Cards with You

Tell the World What You Do

Keep Your Pipeline Always Full

Always Catch the Customer Pleasantly Off-Guard

Always Remove the Fear of Buying Today

Listen Twice as Much as You Talk

Display Positive Body Language

Never Act Desperate

Every Customer Will Tell You How to Sell Them a Car

Leave Your Problems on the Curb

Always Display the Right Amount of Enthusiasm, Excitement, and Charisma

Always Be Friendly and Kind

Act Like a Professional at All Times

Match Your Style to the Customer

Embrace a Proactive vs. Reactive Mindset

The More You Try to Sell a Car, the Less You Will Sell

Never Think You're Too Good to Stop Developing Your Skills

Do Not Worry About Things You Cannot Control

Stay Away from Drama and Gossip

If You Are in a Bad Mood, Stay Home

Stay Away from the Circle of Negativity

Your Life, Your Job, Your Income, Your Responsibility. Nobody Else's

Always Have a Warm, Friendly Smile

Remember it is About Your Customer, Not About You

Understand and Learn What Makes Your Customer Defensive

Be All in or All Out

Do Not Forget to Have Fun

Do Not Over Qualify Your Client

Shortcuts = Pay Cuts

If the Customer Qualifies Themselves on the Car, You Cannot Be on the Wrong One

Remember Names

Ask the Right Questions

Never Ask a Question That Could Result in a Lie

Never Ask a Question That Could Result in an Answer You Do Not Want to Hear

Never Ask a Question or Make a Statement That Could Make Someone More Defensive

Let the Customer Talk About Themselves

Get the Details Right

Treat Your Used Car Customers as New Car Customers

Do Not Use Trial Closes, They Do Not Work

Always Be a Good Teammate