Home Authors Posts by Paul Cummings

Paul Cummings

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enthusiasmvideo

Do You Have Your “E’s” Turned Up Today?

 Do you have your "E's" turned up today? Bring your enthusiasm, excitement, energy and experience into the dealership and watch what happens. Hear how...
goalsvideo

Visualizing Your Goals

Do you have goals that are important to you? See the goal in your mind's eye as if it's already real. Listen to Paul...
drivevideo

Finding Your Drive to Succeed

Go to work ready to make a difference for your customers. Don't settle for average. Do you have the drive it takes to succeed...
attitudevideo

Do you think Attitude is Overrated?

Do you think attitude is overrated?  Not just an attitude, but an attitude of gratitude.  Paul explains how a good attitude can benefit your...
Gross Profitvideo

7 Words That Will Increase Your Gross Profit

What if Paul Cummings told you that there are 7 words that will increase your gross profit by 20 percent: Can you see some...
Tip Of The Dayvideo

Don’t Stop Short and Miss A Sale

Sometimes you may be the reason why a sale didn't happen. In today's Tip Of The Day, Paul Cummings shares with you how many...
SALESvideo

Five No’s Before They Go

As dealership salespeople, you ask on average three times. Paul Cummings says that’s too little. So instead, he has a small rhyme to remember. Access...
objectionsvideo

Overcoming Buyer Objections in the Car Sales Process

 How many times do you hear “I’m just looking.”  Instead of coming back with something witty or semi-snarky like “That’s why we put em...
follow-up planvideo

Having a Follow-Up Plan

The problem with follow-up is that it’s not being done correctly. Does your follow-up plan include calling previous customers every single week and thanking...
customersvideo

Don’t Make Your Customers Feel Uncomfortable

 Like it when customers get in your face?  Of course not.  Then why do some salespeople crowd customers during the greeting?  It happens, but...
BDCvideo

Revamp Your Dealership’s BDC with These Proven Strategies – Mike Cavanuagh, MAX Digital

On today’s show, we’re pleased to welcome in Mike Cavanaugh, Executive Vice President for MAX Digital, who is here to discuss revamping your BDC...
datavideo

How automotiveMastermind is Helping Dealers Find the Highest Quality Leads in the Shortest Amount...

On today’s show, we’re pleased to welcome Joe Kacala, Chief Product Officer at automotiveMastermind, a dealership data mining and marketing company. Joe is here...
CRM

5 Reasons You Need to Redefine CRM

The customer relationship management (CRM) tool started out as a simple electronic rolodex and calendar. It’s now a complicated tool that is underused or...
profitability

Pillars Of Increased Performance And Profitability

Dealerships are constantly seeking ways to improve their day-to-day performance and profitability. What follows are some issues and questions to consider when identifying best...
questions

Are Buyers Liars? Ask Questions That Get Honest Answers

As long as I have been in the car business, I’ve heard salespeople and managers jokingly use the cliché “Buyers are liars.”  When I...

Hydrate Your Mind

Have you ever been dehydrated? It can negatively affect your entire body. The same thing can happen to your mind if you don't feed...

Being Transparent During the Deal Proposal

On this week's episode of On the Mark, Mark Tewart urges you not to manipulate or hide any information from the customer during the...

Inspiring Your Customers Through Messaging

On this week's episode of Kain & Co., David Kain talks about how messaging your customers and responding quickly can inspire them to engage...

Addressable Advertising on Cable TV

On this week's episode of Auto Marketing Now, Brian Pasch talks about new marketing opportunities available via cable advertising that some dealers may not...