Bernard Smalls

Sales isn’t about luck — it’s about discipline. Top performers don’t wait for the “perfect” customer to walk in — they create opportunities. They master the basics, track their numbers, and outwork everyone else in the room. 3 things to remember today: 1. Consistency beats talent when talent doesn’t show up. 2. Follow-up is your lifeline — 80% of sales happen after the 5th contact. 3. Your energy sells before your product does — bring it every time. Action Step: Pick one skill you’re “good enough” at and train it until you’re unstoppable. Your future self will thank you. Close strong, stay hungry, and make today count. #SalesTraining #Motivation #CloseTheDeal #StayHungry #Apextraining

3,429

260 Comments

Too many sales managers can pencil a deal… But can’t structure one. They don’t know what DTI or PTI mean. They don’t understand how banks think. They don’t know how to build a deal for both approval and gross. Worse yet? They don’t equip their salespeople with the right preparation or third-party info to justify their numbers. A good desk manager doesn’t just say “go get it.” They prepare their team - With value. With logic. With tools to justify the price, payment, and trade numbers. If your salesperson walks back to the customer empty-handed, you didn’t desk a deal, you set them up to fail. Know your banks. Know your numbers. And supply your team like they’re going to battle because they are. #AutomotiveLeadership #DeskManagers #DealStructure #SalesTraining #PTI #DTI #ValueBuilding #TrainToWin #CarBusiness

154

43 Comments

A recent dealer survey shows that sales productivity is back to pre-COVID levels—meaning dealerships must find new ways to maximize revenue. ✅ Video MPI gives service teams a competitive edge. Instead of waiting for customers to "trust" an RO, show them clear video proof. Instead of losing time on back-and-forth phone calls, send a video that closes the deal in seconds. If sales is slowing down, service must step up. How is your dealership leveraging video communication to improve closing rates? #FixedOps #ServiceSales #VideoMPI #CustomerTrust #AutoService #ShiftAwakeGroup

12

Most dealerships don’t have a process problem. They have a visibility problem. You’ve invested in training, scripts, menus, and compliance rules — but once the customer is sitting in front of your team, everything goes dark. Siro changes that. Siro is the most practical use of AI in automotive today because it doesn’t replace your people — it shows you how they’re actually executing. It records real Sales, Service, and F&I conversations, maps them to your dealership process, and turns them into clear coaching, scorecards, and proof. No mystery shopping. No gut feel. No hoping the training stuck. What dealers are seeing: • Large South West Auto group → PVR up 12% → Maintenance penetration up 83% → Simply by offering every product, every time — verified by Siro scorecards • Over 100 F&I Departments → Reduced litigation risk by automatically flagging non-compliant language → “Every deal checked” instead of random spot audits → Compliance went from stress to confidence • 30 Rooftop Auto Group → Prevented $140,000 in buybacks and chargebacks → Video + AI evidence protected the store from false fraud claims This isn’t “AI for reports.” This is AI for execution: • Coach using real conversations, not role play • See exactly where gross, RO dollars, and close rate leak • Prove compliance instead of reacting to it • Scale best practices across rooftops The best dealers don’t guess. They execute the process better than everyone else. That’s what Siro was built for. #ProcessDrivesProfit #DealershipOperations #AutoRetail #FandI #FixedOps #DealerLeadership #Siro #NADA2026

19

1 Comment

Florida HD dealers urge shareholders to vote to replace tenured members of the board. As a board member of the National Powersports Dealer Association, I'm often asked why a dealer should join. This letter is one great example. Individual dealers are often unwilling/unable to speak out against their vendors for fear of retribution. A dealer association doesn't have those concerns. Earlier today I received this memo from Robert Skrob on behalf of the Florida Harley-Davidson Dealers Association. https://lnkd.in/eRNK_Wu5 In summary: Florida’s Harley-Davidson dealers have joined the National Powersports Dealer Association in calling for the immediate removal of CEO Jochen Zeitz. Under his leadership, dealer profitability has collapsed—nationally, dealers are losing money on each bike sold, with Q1 2025 bringing record-low absorption and surging obsolete inventory. Florida dealers, some of the most dedicated in the country, are struggling under declining traffic, aging inventory, and disconnected mandates from the top. This is more than just poor performance—it’s a breakdown in leadership. Zeitz’s dismissal of dealer concerns as “noise from a small number of angry dealers” highlights a disturbing disconnect from the very network that made Harley-Davidson an American icon. Florida’s dealers are not a small number—we are the front lines of the brand. On May 14, we urge Harley-Davidson’s Board to remove Jochen Zeitz, Presiding Director Tom Linebarger, and Director Sara Levinson. Our dealers are ready to rebuild, but it must be with leadership that respects, listens to, and partners with those delivering the Harley-Davidson experience every day. The full notice is attached, click on through... The HD shareholder meeting is only a couple of days out. Going to be very interesting to see how things shake out. Hoping for the best. #HD #HarleyDavidson #NPDA #FHDDA #Shareholders #FreeTheEagle

71

9 Comments

📣🚘 Fixed Ops Directors, Service Managers, and Automotive Professionals ⚙️🛠️ 🔧 All Things Fixed Ops – Episode 102 🔧 “They didn’t just want structure — they wanted accountability.” In this 🔥 clip, Michael Barich and Joe Chambers talk about how introducing individual advisor goal setting transformed their team dynamic. It’s not just about tracking numbers — it’s about giving your team the structure and confidence to win. 📅 All Things Fixed Operations 🕘 Wednesdays, 9:00 am EST / 6:00 am PST 🎙️ Hosted by David Sparks & Michael Barich 🎧 Jump into the conversation or be a 🪰 on the wall like me. Either way, you’ll leave with ideas to elevate accountability in your service lane. 💰🛠️ #AllThingsFixedOperations #FixedOps #Accountability #Leadership #ServiceDrive #AutomotiveLeadership #CarBiz #MichaelBarrett #JoeChambers #DavidSparks #MichaelBarich

13

5 Comments

Why Car Salespeople Fail to Make Sales Walk into most dealerships today, and you’ll notice something, the sales people change often. Even in strong markets, too many salespeople fail to make consistent sales. But why? Cars have never been better. Marketing is creative. Advertising is everywhere. So, what’s missing? § Insufficient activity § Little or no prospecting § Lack of enthusiasm § Poor selling skills § No professional development Many sales managers believe the answer is to “just do more.” More calls. More visits. More leads. But here’s the problem, if your hit rate is 1 in 10, every extra sale you make still comes with nine lost prospects who may walk away thinking your brand doesn’t offer value. And they’ll tell others. More activity without more skill is like driving faster in the wrong direction. True sales success comes when your people are trained, mentored, and coached to understand the buyer, build trust, and close with confidence. Saying “we don’t have a budget for training” is like saying “we don’t have a budget for success.” Henry Ford put it perfectly: “The only thing worse than training your employees and having them leave, is not training them and having them stay.” If you want to build a professional, motivated, and high-performing sales team, start by investing in them. 📩 Gary Lees lees.gary@icloud.com 📞 +27 82 566 5007

72

21 Comments

𝗜𝗻 𝘁𝗵𝗲 𝗔𝘂𝘁𝗼𝗺𝗼𝗯𝗶𝗹𝗲 𝗜𝗻𝗱𝘂𝘀𝘁𝗿𝘆, 𝗖𝗿𝗲𝗱𝗶𝗯𝗶𝗹𝗶𝘁𝘆 𝗜𝘀 𝗕𝘂𝗶𝗹𝘁... 𝗼𝗿 𝗟𝗼𝘀𝘁... 𝗗𝗮𝗶𝗹𝘆 In dealerships, credibility doesn’t disappear because of one big mistake. 𝗜𝘁 𝗹𝗲𝗮𝗸𝘀 𝘁𝗵𝗿𝗼𝘂𝗴𝗵 𝘀𝗺𝗮𝗹𝗹 𝗱𝗮𝗶𝗹𝘆 𝗯𝗲𝗵𝗮𝘃𝗶𝗼𝗿𝘀. I’ve seen skilled sales and service managers struggle, Not due to lack of knowledge, but due to habits they didn't notice. 𝗙𝗼𝗿 𝗲𝘅𝗮𝗺𝗽𝗹𝗲: 1. “I’ll get back to you”, but the follow-up never happens. In dealerships, missed follow-ups kill trust. 2. Reacting loudly during pressure. Escalations are common. A calm response shows leadership maturity. 3. Using vague words like “will try” or “soon”. Unclear words create unclear confidence. 4. Blaming workload or people. Ownership builds credibility. Excuses don’t. 5. Being energetic today, absent tomorrow. Consistency beats intensity in dealership life. Here’s the simple truth 👇 𝗖𝗿𝗲𝗱𝗶𝗯𝗶𝗹𝗶𝘁𝘆 𝗶𝘀 𝗯𝘂𝗶𝗹𝘁 𝗾𝘂𝗶𝗲𝘁𝗹𝘆, through follow-ups, calmness, clarity, and ownership. Fix small habits, and your reputation grows naturally. When credibility is strong, opportunities follow. 👉 Want to strengthen your leadership credibility in sales or service? dm me “𝗹𝗲𝗮𝗱” #automobileindustry #serviceleadership #managerdevelopment #careergrowth

51

27 Comments

The Exit Plan Most Dealers Don’t Have (But Should) Dave Cantin, CEO and Chairman of the Dave Cantin Group, breaks down why succession planning is one of the biggest blind spots in automotive retail. Too many dealers wait too long—or don’t plan at all—putting their legacy, valuation, and team at risk. A proactive strategy isn’t optional anymore; it’s essential for long-term success. Watch more here ⤵️  YouTube: https://lnkd.in/ev5tN4x9 CBT News: https://lnkd.in/eurgVAys #Succession #Retail #Automotive

27

Dealers don’t need another widget. They need systems and execution. When the average salesperson lasts <2 years, the average service advisor <2.5 years, and total turnover is pushing 50%… More tools don’t fix the problem. Training doesn’t fix the problem. Operators don’t fix the problem. Those are patches on a broken machine. What dealers actually need is a complete operating system: one that works with high turnover, executes without hero employees, and scales without breaking. If your business only works when the right people show up… you don’t have a business. You have a gamble. Build systems that run without you. Or keep replacing people and wondering why nothing compounds.

13

1 Comment

Think compliance is just paperwork? Think again. F&I compliance protects your dealership, team, and customers — but misconceptions can get in the way. At Nation Safe Drivers, we help dealerships simplify compliance and reduce risk with proven processes and support. We break down common F&I compliance myths and share the facts every dealership should know. Swipe through to see what’s true, what’s not, and how the right processes can simplify your workflow, protect your reputation, and keep customers confident.

8

-Most dealerships don’t have a lead problem. -They have an execution & handoff problem. Leads are coming in. Phones are ringing. CRM activity exists. Rising ad costs + shrinking conversion rates is a recipe for dealers losing money. But follow-up is inconsistent, manager involvement comes late, and accountability is unclear. More leads won’t fix that. Clean processes, clear ownership, and early leadership involvement will. Process breaks kill ROI faster than marketing ever could. This is what I see over and over again — and it’s fixable.

32

9 Comments

When I worked at Toyota in Dealer Network Development, I reviewed buyer proposals for dealership acquisitions all the time. I know how important it is to the OEM that buyers get these right—not just for approval, but for timing and perception. That’s why I really appreciated what Greg Gilmore President & CEO of The Apex Group, shared on our latest episode of Driving Performance. Greg handles the most complex OEM packages across ALL brands—making it easier for dealers to submit clean, complete proposals that get approved quickly. If you are in a buy/sell - or about to be - his tips are incredibly practical and spot-on. Tune in to our latest episode from Performance Brokerage Services, Inc. on Apple, Spotify, YouTube, or wherever you get your podcasts.

12

Sales Pros—prospects can actually look forward to your contact when you create FusionPoints™ before reaching out. You’ve identified perfect prospects. They meet your ideal client parameters. Everything looks right. You’re ready to make contact. There’s significant earnings potential. You’re prepared. The excitement of beginning a new client relationship is just around the bend. (I think I’m channeling my inner Johnny Cash… 🎶 I hear that sale a comin’, it’s rollin’ round the bend, and I ain’t met my quota, since I don’t know when…🎸) But you can’t get the first meeting booked. Prospects aren’t taking your call or replying to emails. Drop by in person, and you’re met with the dreaded, “They only see salespeople with an appointment.” You’re thinking, “How can I set an appointment when I can’t even get anyone to talk with me?” 💡 Here’s what’s happening: unexpected contacts from salespeople create one of three brain responses. 1️⃣ Some have heard of your company and know they need you. Your potential solution creates a positive emotional response. They’ll say yes. (Don’t you wish they all went that way?) With this group, you’ll succeed if you make enough calls, but your process isn’t as efficient as it could be. 2️⃣ Some consider a cold call an interruption. You’re creating a collision point—the mix of negative emotion and logic. They’ll push away from the interaction, say no, or not take your call. 3️⃣ Some know nothing of you and couldn’t care less. They’re focused on their own day and ignore your efforts. There’s no emotional context. The third group hasn’t been given a reason to say yes… yet. So give them one. To alter the course, work with the brain’s neurology—which produces every decision. Intentionally generate a positive emotional response—and combine it with the logic of how your product or service betters their world. Create FusionPoints™ in your model by priming the prospecting pump. Start with three touches that stimulate a positive emotional response before your first contact. Then, when you combine the logic of your value with that positive emotion, the brain’s neurology helps move the process forward. In chapters 8 and 9 of Bob Burg’s and my book "Streetwise to Saleswise," Thaddeus learns how to apply this strategy—you’ll find helpful ideas there. We’re all creatures of habit. So you might be thinking, “I’ve always done this a different way. That seems like more work. I don’t know if I want to do that.” I understand. Your concern is valid. If that’s you, may I suggest something? Test it—and prove me wrong. :-) Without stopping your normal prospecting flow, pick 25 target prospects and try what I’m suggesting. Track the results. Then go out there and sell something! :-) Will you put priming the prospecting pump to the test? Share in the comments.

15

8 Comments