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 Week OfTopicRun Time 
5/1/2017Productive Time Spent During "Down" Time3:56 min Play Session
4/24/2017Ideal Characteristics of the Great Achiever3:02 min Play Session
4/17/2017Having Good Exit Strategies4:01 min Play Session
4/10/2017The Demonstration Drive: Part 73:23 min Play Session
4/3/2017The Demonstration Drive: Part 63:26 min Subscribers Only
3/27/2017The Demonstration Drive: Part 53:04 min Subscribers Only
3/20/2017The Demonstration Drive: Part 43:57 min Subscribers Only
3/13/2017The Demonstration Drive: Part 34:31 min Subscribers Only
2/13/2017The Demonstration Drive: Part 24:31 min Subscribers Only
2/6/2017The Demonstration Drive: Part 14:03 min Subscribers Only
1/30/2017Managing Stress3:58 min Subscribers Only
1/23/2017Attitude4:12 min Subscribers Only
1/16/2017Selling Out of Stock4:38 min Subscribers Only
1/9/2017Personal Marketing4:13 min Subscribers Only
1/2/2017Why Salespeople Only Average 8 -10 Cars Per Month4:53 min Subscribers Only
12/26/20164 Rules to Sales Success: Rule #44:13 min Subscribers Only
12/19/20164 Rules to Sales Success: Rule #34:00 min Subscribers Only
12/12/20164 Rules to Sales Success: Rule #23:15 min Subscribers Only
12/5/20164 Rules to Sales Success: Rule #14:23 min Subscribers Only
11/28/20164 Rules to Sales Success4:07 min Subscribers Only
11/21/2016Objections: Step #4: The Close4:25 min Subscribers Only
11/14/2016Objections: Step #3: Seek Acknowledgement4:05 min Subscribers Only
11/7/2016Objections: Step #2: The Counter5:27 min Subscribers Only
10/31/2016Objections: Step #1: Acknowledge4:31 min Subscribers Only
10/24/2016The Steps to Objection Responses4:02 min Subscribers Only
10/17/2016Scripting Our Objection Responses4:20 min Subscribers Only
10/10/2016The Importance of Preparation3:21 min Subscribers Only
10/3/2016Different Types of Objections4:15 min Subscribers Only
9/26/2016Why Customers Object3:34 min Subscribers Only
9/19/2016Critical Elements for Setting Monthly Sales Goals2:51 min Subscribers Only
9/12/2016What is Training?4:01 min Subscribers Only
9/5/2016The Effects on Sales When Doing a Service Walk4:12 min Subscribers Only
8/29/2016Planned Demonstration Routes3:44 min Subscribers Only
8/29/2016Creating the Advantage3:53 min Subscribers Only
8/22/2016Do You Know It All?3:55 min Subscribers Only
8/15/2016Are You a Leader?3:26 min Subscribers Only
8/8/2016The State of the Industry3:34 min Subscribers Only
8/1/2016Your Competition - Other Salespeople3:23 min Subscribers Only
7/25/2016dealerELITE.net3:07 min Subscribers Only
7/18/2016Under Promise and Over Deliver4:16 min Subscribers Only
7/11/2016The Importance of Name Tags2:58 min Subscribers Only
7/4/2016The Importance of Appearance3:31 min Subscribers Only
6/27/2016Auction vs. Retail3:30 min Subscribers Only
6/20/2016The Trial Close After the Demonstration Drive4:02 min Subscribers Only
6/13/2016Restructuring the Deal Without Giving Up Gross4:11 min Subscribers Only
6/6/2016How Professionals Never Get Caught Off Guard3:38 min Subscribers Only
5/30/2016Sales Ability: Innate or Learned4:03 min Subscribers Only
5/23/2016Getting the Customer's Email Address on Phone-Ups3:11 min Subscribers Only
5/16/2016Robert and Mary Miller3:56 min Subscribers Only
5/9/2016The Demo Drive: Silence is Golden3:28 min Subscribers Only
5/2/2016What Really Makes a Customer Defensive?4:19 min Subscribers Only
4/25/2016Changing My Way of Thinking3:42 min Subscribers Only
4/18/2016How to Build a Customer Base4:03 min Subscribers Only
4/11/2016Are You Playing Poker With an Exposed Hand?3:54 min Subscribers Only
4/4/2016Would You Like to Sit in the Car?3:06 min Subscribers Only
3/28/2016Why Buyers Shop3:45 min Subscribers Only
3/21/2016Full List or Full Discount?4:09 min Subscribers Only
3/14/2016Mr./Mrs./Ms.3:56 min Subscribers Only
3/7/2016Using Your Business Card3:38 min Subscribers Only
2/28/2016Meeting With the Service Writer3:48 miin Subscribers Only
2/22/2016Are Buyers Liars?4:19 min Subscribers Only
2/15/2016What Is Your Daily Goal?4:02 min Subscribers Only
2/8/2016Owning Your Own Business2:40 min Subscribers Only
2/1/2016A Cup of Coffee3;52 min Subscribers Only
1/25/2016The 15 Minute Demonstration Drive3:31 min Subscribers Only
1/18/2016The #1 Organization In the World4:53 min Subscribers Only
1/11/2016The Worst Reason In the World5:00 min Subscribers Only
1/4/2016Winners: Smile; Losers: Frown3:19 min Subscribers Only
12/28/2015Winners: The Harder They Work the Luckier They Are3:20 min Subscribers Only
12/21/2015Winners: Hang Out With Winners3:03 min Subscribers Only
12/14/2015Winners: Earn Respect; Losers: Seek Respect3:03 min Subscribers Only
12/7/2015Winners: Get Curious; Losers: Get Discouraged3:16 min Subscribers Only
11/30/2015Winners: Fail a Thousand Times Before Succeeding2:51 min Subscribers Only
11/23/2015Winners: Never Quit3:13 min Subscribers Only
11/16/2015Winners: See the Possibilities3:14 min Subscribers Only
11/9/2015Winners: Make It Happen3:15 min Subscribers Only
11/2/2015Winners: Will Stand On Their Own3:54 min Subscribers Only
10/26/2015Winners: Learn From Others2:58 min Subscribers Only
10/19/2015Winners: Are Good Listeners3:27 min Subscribers Only
10/12/2015Winners: See the Possiblity3:30 min Subscribers Only
10/5/2015Winners: Are Positive and Believe They Can4:04 min Subscribers Only
9/28/2015Winners: Are Driven to Succeed4:05 min Subscribers Only
9/21/2015Winners: Are Willing to Lead3:40 min Subscribers Only
9/14/2015Winners: Help Others Become Winners4:06 min Subscribers Only
9/7/2015Winners: Are Consistant3:47 min Subscribers Only
8/31/2015Winners: Are Humble; Losers: Are Self-Absorbed3:46 min Subscribers Only
8/24/2015Winners: Work from a Plan3:38 min Subscribers Only
8/17/2015Winners: Try New Things if Something Isn't Working3:51 min Subscribers Only
8/10/2015Winners: Are Proactive; Losers: Are Reactive3:43 min Subscribers Only
8/3/2015Winners: Set Clear Goals and Act on Them3:23 min Subscribers Only
7/27/2015Winners: Continuously Improve Themselves2:51 min Subscribers Only
7/20/2015Winners: View Fear as Something to Overcome3:04 min Subscribers Only
7/13/2015Winners: Follow Through on Their Commiments3:19 min Subscribers Only
7/6/2015Winners: See a Crisis as an Opportunity3:08 min Subscribers Only
6/29/2015Winners: Always Expect Success; Losers: Always Exp3:47 min Subscribers Only
6/22/2015Winners: Are Willing to Pay the Price3:02 min Subscribers Only
6/15/2015Winners: Celebrate Others3:24 min Subscribers Only
6/8/2015Winners: "There ought to be a better way."3:14 min Subscribers Only
6/1/2015Winners: Feel Responsible for More Than Their Jobs3:00 min Subscribers Only
5/25/2015Winners: Do It2:58 min Subscribers Only
5/18/2015Winners: See Opportunities3:18 min Subscribers Only
5/11/2015Winners: Learn from Others3:18 min Subscribers Only
5/4/2015Winners: Catch Others Doing the RIGHT Thing3:03 min Subscribers Only
4/27/2015Winners: Listen to What Others Say2:53 min Subscribers Only
4/20/2015Winners: "I am good, but not as good as I can be."3:23 min Subscribers Only
4/13/2015Winners: "I will plan to do that."3:16 min Subscribers Only
4/6/2015Winners Make Commitments While Losers Make Promise3:30 min Subscribers Only
3/30/2015Winners Always Make Time3:01 min Subscribers Only
3/23/2015Winners Want To While Losers Have To2:21 min Subscribers Only
3/16/2015Winners Say, "I was wrong."3:20 min Subscribers Only
3/9/2015Three Things Successful People Do Not Do4:52 min Subscribers Only
3/2/2015Winners Work Harder Than Losers3:15 min Subscribers Only
2/23/2015Winners Are Not Afraid of Losing3:45 min Subscribers Only
2/16/2015Winners Are Part of the Solution3:11 min Subscribers Only
2/9/2015Winners Say, "Let's Find Out"3:45 min Subscribers Only
2/2/2015Winners: Empower and Losers: Control3:06 min Subscribers Only
1/26/2015Winners Translate Dreams Into Reality3:07 min Subscribers Only
1/19/2015Winners Say, "If It Is To Be, It Is Up To Me"3:19 min Subscribers Only
1/12/2015Part 10: Stop Focusing On the Past3:54 min Subscribers Only
1/5/2015Part 9: Avoid Bad News3:42 min Subscribers Only
12/29/2014Part 8: Reset Your Default Answer3:40 min Subscribers Only
12/22/2014Part 7: Turn Problems Into Challenges3:43 min Subscribers Only
12/15/2014Part 6: Concentrate On Today3:28 min Subscribers Only
12/8/2014Part 5: Realize That Life is a Series of Ups and D3:27 min Subscribers Only
12/1/2014Part 4: Focus On the Solutions Not the Problems3:44 min Subscribers Only
11/24/2014Part 3: Change the Way You Think3:41 min Subscribers Only
11/17/2014Part 2: Spend Time With Positive People3:43 min Subscribers Only
11/10/2014Part 1: How to Avoid Negativity3:26 min Subscribers Only
11/3/2014Have You Reached Your Comfort Zone?3:25 min Subscribers Only
10/27/2014Do You Have the Courage to Succeed3:30 min Subscribers Only
10/20/2014Are You Truly Aggressive?3:36 min Subscribers Only
10/13/2014Are You Tired of the Same Results?3:36 min Subscribers Only
10/6/2014Are You Right or Wrong?3:40 min Subscribers Only
9/29/2014Was it Hard Work or Just Luck?3:29 min Subscribers Only
9/22/2014The Importance of Failure3:31 min Subscribers Only
9/15/2014Motivation: A Key Element of Success3:41 min Subscribers Only
9/8/2014It is All Because of Me3:44 min Subscribers Only
9/1/2014I am in Control of Me3:35 min Subscribers Only
8/25/2014How to Solve the "YOU" Problem3:50 min Subscribers Only
8/18/2014How to Achieve Greatness3:36 min Subscribers Only
8/11/2014Part 16: Poor Sold Customer Follow-Up5:18 min Subscribers Only
8/4/2014Part 15: "The Payment is too High"5:29 min Subscribers Only
7/28/2014Part 14: Failure to be Prepared for Objections4:34 min Subscribers Only
7/21/2014Part 13: Failing to Ask for the Sale5:22 min Subscribers Only
7/14/2014Part 12: No Service Walk5:01 min Subscribers Only
7/7/2014Part 11: Utilization of Trial Closes4:59 min Subscribers Only
6/30/2014Part 10: Short Demonstration Drives4:00 min Subscribers Only
6/23/2014Part 9: Poor Responses to Meet & Greet Obstacles4:52 min Subscribers Only
6/16/2014Part 8: Phone-Up Pressure Questions4:03 min Subscribers Only
6/9/2014Part 7: You Sound Like Everyone Else4:24 min Subscribers Only
6/2/2014Part 6: Ask Bad Questions4:36 min Subscribers Only
5/27/2014Part 5:Failure to Allow Customers to Be in Control3:57 min Subscribers Only
5/19/2014Part 4: Comfort Zone Syndrome4:33 min Subscribers Only
5/12/2014Part 3: Expect Instant Gratification4:27 min Subscribers Only
5/5/2014Part 2: Fear of Rejection3:52 min Subscribers Only
4/28/2014Part 1: Common Mistakes Salespeople Make4:06 min Subscribers Only
4/21/2014Let Them Be in Control4:21 min Subscribers Only
4/14/2014Pressure Statements to Avoid3:56 min Subscribers Only
4/7/2014Pressure Words to Avoid3:38 min Subscribers Only
3/31/2014Email Etiquette4:39 min Subscribers Only
3/24/2014Selling to Women4:34 min Subscribers Only
3/17/2014Do You Have A Business Facebook Page?5:04 min Subscribers Only
3/10/2014Gaining Self Confidence5:09 min Subscribers Only
3/3/2014Why We Fear Rejection5:01 min Subscribers Only
2/24/2014Would You Buy A Car From You?5:12 min Subscribers Only
2/17/2014Part 10: Poor Sold Customer Follow-Up6:29 min Subscribers Only
2/10/2014Part 9: Horrible Phone-Up Skills5:59 min Subscribers Only
2/3/2014Part 8: Failing to Ask for the Sale5:12 min Subscribers Only
1/27/2014Part 7: Leaving the Customer Alone at Negotiations5:24 min Subscribers Only
1/20/2014Part 6: Trial Closes5:46 min Subscribers Only
1/13/2014Part 5: Meet & Greet Obstacles6:02 min Subscribers Only
1/6/2014Part 4: Poor Goal Planning5:52 min Subscribers Only
12/30/2013Part 3: Poor Prospecting6:10 min Subscribers Only
12/23/2013Part 2: Old and Outdated Sales Processes5:31 min Subscribers Only
12/16/2013The Average Salesperson Sells 10-12 Cars per Month6:13 min Subscribers Only
12/9/2013You Are the Bus Driver4:07 min Subscribers Only
12/2/2013Train Daily4:26 min Subscribers Only
11/25/2013Set the Proper Goals4:53 min Subscribers Only
11/18/2013You Are Not As Strong As You Think You Are4:25 min Subscribers Only
11/11/2013Stop the Excuses4:43 min Subscribers Only
11/4/20135 Reasons That Stop Growth4:47 min Subscribers Only
10/28/2013Selling Out of Stock4:38 min Subscribers Only
10/21/2013If We Can Come Together on Terms and Numbers4:45 min Subscribers Only
10/14/2013Park the Car in the Sold Line5:02 min Subscribers Only
10/7/2013Who Else Will Be Involved in the Buying Decision?4:31 min Subscribers Only
9/30/2013What Is Your Budget?4:46 min Subscribers Only
9/23/2013Are You Buying a Car Today?5:04 min Subscribers Only
9/16/20135 Statements That Create Conflict4:32 min Subscribers Only
9/9/2013Part 3: Objection Conversion4:30 min Subscribers Only
9/2/2013Part 2: Objection Conversion4:10 min Subscribers Only
8/26/2013Part 1: Objection Conversion4:34 min Subscribers Only
8/19/2013Objection Step #4: The Close4:25 min Subscribers Only
8/12/2013Objection Step #3: Seek Acknowledgement4:05 min Subscribers Only
8/5/2013Objection Step #2: The Counter5:27 min Subscribers Only
7/29/2013Objection Step #1: Acknowledge4:31 min Subscribers Only
7/22/2013The Steps to Objection Responses4:03 min Subscribers Only
7/15/2013Scripting Our Objection Responses4:20 min Subscribers Only
7/8/2013The Importance of Preparation3:21 min Subscribers Only
7/1/2013Different Types of Objections4:15 min Subscribers Only
6/24/2013Why Customers Object3:34 min Subscribers Only
6/17/2013Mr. / Mrs. / Ms.3:54 min Subscribers Only
6/10/2013The Importance of Name Tags2:55 min Subscribers Only
6/3/2013What Really Makes A Customer Defensive4:17 min Subscribers Only
5/13/2013Your Competition Other Salespeople3:20 min Subscribers Only
5/6/2013Trial Close After the Demo Demonstration Drive3:59 min Subscribers Only
4/29/2013Are You Playing Poker with an Exposed Hand3:53 min Subscribers Only
4/22/2013Would You Like to Sit in the Car?3:04 min Subscribers Only
4/15/2013The Importance of Name Tags2:55 min Subscribers Only
4/8/2013Planned Demonstration Route3:44 min Subscribers Only
4/1/2013Owning Your Own Business2:37 min Subscribers Only
3/25/2013A Cup of Coffee3:50 min Subscribers Only
3/18/2013The Worst Reason in the World4:58 min Subscribers Only
3/11/2013How To Judge the Customer's Behavior3:20 min Subscribers Only
3/4/2013Understanding Customer Posture3:53 min Subscribers Only
2/25/2013Customers: Your Most Valuable Assett3:10 min Subscribers Only
2/18/2013Put Yourself In Their Shoes3:26 min Subscribers Only
2/11/2013Understanding Your Customer3:21 min Subscribers Only
2/4/2013Who is My Sales Process Serving?3:24 min Subscribers Only
1/28/2013Why Are Customers So Defensive?3:42 min Subscribers Only
1/21/2013How Do Others Perceive You?3:27 min Subscribers Only
1/14/2013Craigslist3:32 min Subscribers Only
1/7/2013The Importance of Track Words4:17 min Subscribers Only
12/31/2012Phone Ups Part 8: The Four Steps - A Recap3:27 min Subscribers Only
12/24/2012Phone Ups Part 7: Step 4 Confirming Appointment3:06 min Subscribers Only
12/17/2012Phone Ups Part 6: Step 3 The Appointment3:26 min Subscribers Only
12/10/2012Phone Ups Part 5: Step 2 The Reply3:13 min Subscribers Only
12/3/2012Phone Ups Part 4: Step 1 The Meet & Greet3:19 min Subscribers Only
11/26/2012Phone Ups Part 3: The Four Steps3:33 min Subscribers Only
11/19/2012Phone Ups Part 2: Preparing For a Phone Up3:40 min Subscribers Only
11/12/2012Phone Ups Part 1: The Number One Lead Source3:47 min Subscribers Only
11/5/2012Prospering With A Win Win Appoach2:49 min Subscribers Only
10/29/2012Winning Their Business By The Way You Sell2:59 min Subscribers Only
10/22/2012How To Discover What The Customer Wants2:56 min Subscribers Only
10/15/2012If Only Price Matters Who Needs A Salesperson2:55 min Subscribers Only
10/8/2012Controlling the Sales Process Without Aggression3:52 min Subscribers Only
10/1/2012How to Win Customers for Life3:52 min Subscribers Only
9/24/2012Perception Equals Reality4:25 min Subscribers Only
9/17/2012Why Salespeople Fail4:47 min Subscribers Only
9/10/2012What Stops Success?4:45 min Subscribers Only
9/4/2012Pressure Words to Avoid: Part 24:43 min Subscribers Only
8/27/2012Pressure Words to Avoid: Part 14:24 min Subscribers Only
8/20/2012Park the Car in the Sold Line: Part 23:26 min Subscribers Only
8/13/2012Park the Car in the Sold Line: Part 14:11 min Subscribers Only
8/6/2012The Seven Most Important Words in Closing4:38 min Subscribers Only
7/30/2012Effective Listening Skills4:11 min Subscribers Only
7/23/2012The Power of Positive Habits4:46 min Subscribers Only
7/16/2012How to Self Motivate5:21 min Subscribers Only
7/9/2012Meet & Greet: Part 7 "My spouse is not with me"3:45 min Subscribers Only
7/2/2012Meet & Greet: Part 6 "All I want is a brochure"4:37 min Subscribers Only
6/25/2012Meet & Greet: Part 5 "I do not have much time"4:49 min Subscribers Only
6/18/2012Meet & Greet: Part 4 "What is your best price"3:45 min Subscribers Only
6/11/2012Meet & Greet: Part 3 "Is it OK if look around"3:27 min Subscribers Only
6/4/2012Meet & Greet: Part 2 "I am just looking"4:50 min Subscribers Only
5/28/2012Meet & Greet: Part 1 Series Overview3:29 min Subscribers Only
5/21/2012Prospecting and Networking Ideas4:07 min Subscribers Only
5/14/2012A Customer Laughing Is Probably Buying4:00 min Subscribers Only
5/7/2012Where Do Fresh Ideas Come From4:21 min Subscribers Only
4/30/2012The Only Two Ways to Sell More Cars4:30 min Subscribers Only
4/23/2012The 10 - Foot Rule3:28 min Subscribers Only
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