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<p>Don&rsquo;t know who to talk with at the prospect&rsquo;s office? Always ask for the company&rsquo;s owner or manager. He&rsquo;s the one who can make the buying decisions.</p>
April 25, 2012

Go get sales instead of waiting on them  

Stop and think about this for a moment: Conventional wisdom tells us that a retail operation — your independent tire dealership — is designed for walk-in traffic. So you spend money as an owner or manager on building a great store experience, attempting to drive in traffic with advertising, promotions, merchandising and signage. And all the while you’re keeping the search on for the next winning location for expansion. All good. Continue those efforts,

Tags: Doug Trenary, Sales training, SalesMind

December 20, 2011

Turning training into trophies  

Last month, I challenged you as an owner or manager of an independent tire dealership to deal with the hardest part of the people-side of your business: implementing real change in your team’s behavior. How do you coach each employee to perform at a higher level where they tap into new insights and maximize talents — and then generate higher results?

Tags: Doug Trenary, SalesMind

November 1, 2011

Plans are nothing without actions  

Many years ago, I read a cover article in Fortune magazine titled, “Why do companies fail?” The article had huge depth of research and many examples — and these examples of companies who went by the wayside in some cases were titans at the time like Eastern Airlines — remember them? The organizations noted covered many different industries and even different time frames and economic conditions at the respective time.

Tags: Doug Trenary, SalesMind

<p>Incorporating SalesMind principles in your dealership will allow you to take advantage of opportunities to increase tire and service sales.</p>
October 19, 2011

The keys to up-selling  

What an amazing month it’s been! I have been out in the field with a whole array of independent tire dealers looking at their businesses, meeting and training their store staffs, calling on customers (wholesale to retail), visiting commercial and truck shops while talking to real technicians about their challenges and opportunities, and having executive meetings with leadership teams.

Tags: Customer service, Doug Trenary, SalesMind

<p>For success, your team should form strategies, operate efficiently and sharpen their sales skills.</p>
September 28, 2011

5 ways to better manage your team  

Last month, I challenged you, the owner or manager, to build the foundation of a sales culture. This environment requires change and having the right people in the right places.

Tags: Doug Trenary, Sales training, SalesMind

<p>Through Doug Trenary&rsquo;s book, &ldquo;The SalesMind,&rdquo; business owners and salesmen can strengthen their business relationships.</p>
August 29, 2011

Sales horsepower  

If you are an owner or manager, it’s no big secret: You want more sales. Faster sales. Less costly sales. All in a tight economy. If you are a store sales associate or commercial representative who makes outside sales calls, you’re always in search of strategies to close more business.

Tags: Business insight, Doug Trenary, Selling Skills

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