Wednesday, July 31, 2019

Good Training Means Better Listening Which Means More Sales!

"I know what I have given you. . . 
I do not know what you have received." 

-- Antonio Porchia 

That is, until you tell me in your own words, or show me with your own actions!

It can always be a challenge to achieve true communication, but it is absolutely a worthy endeavor. This is especially true for salespeople. As we are planning what to say next, we are often not listening fully and can thereby miss important information that will help the prospect to make a decision that would benefit the salesperson and the customer. Better to listen more and learn more so that you will know what to say that will help guide the customer toward the sale.

It may seem strange, but this is where good training comes to the rescue. The better trained, the more you have at your disposal so that you can listen well without being concerned about what to say next. Your training will make all the difference. 

When is training over? NEVER. Luck is not being lucky and getting something for nothing. It is preparation meeting opportunity! In this light, preparation (training) is an ongoing adventure. When does a doctor stop studying medicine? NEVER. When does a lawyer stop studying the law? NEVER. When does a salesperson get enough training? NEVER.

Call Bart Nollenberger at 480-627-8751 and let's get some great training for you and your teams.

Sunday, July 28, 2019

Minute With Maxwell: Leaders Don’t Play Hard to Get - John Maxwell Team

Playing hard to get might pay off when it comes to romance. But as a leader in the business world, when you are hard to get to—when you are unapproachable—it doesn’t play out with the same level of success. If you want your people to open up, you need to be willing to be open with them. Open your door, open your ears, open your eyes and, most importantly, open your heart.

Bart Nollenberger is a John Maxwell Team Executive Director. You can see much more about the services that Bart offers here.

Thursday, July 25, 2019

Successful Sales Is A Learned Skill

When it comes to selling, posture is about having the right attitude and behavior. How you show up in the eyes of the buyer is one of the most important things you can master. This workshop breaks down the 4 things that can make or break your sales results. We will cover:

  • What is sales posture and why it matters.
  • How (and why) a positive attitude can make or break your ability to win a potential client’s trust.
  • How your belief drives and influences your behavior (and the behavior of your potential clients as well!).
  • Why establishing rapport and relationship with the potential client should be your #1 goal.

Upon completion of this training, participants will receive a certificate.

Learn more here, or call me at 480-327-8751

Monday, July 22, 2019

Learning Is The Beginning Of A Better Life

"Don't let the learning from your own experiences take too long.
If you have been doing it wrong for the last ten years,
I would suggest that's long enough!"

"If someone is going down the wrong road,
he doesn't need motivation to speed him up.
What he needs is education to turn him around."

"Learning is the beginning of wealth.
Learning is the beginning of health.
Learning is the beginning of spirituality.
Searching and learning is where the miracle process all begins."

-- Jim Rohn

Learn more! Call Bart Nollenberger at 480-327-8751

Yes, we are a sales training organization. But we are so much more. We help people young and old in our industry with SUCCESS THINKING, Character building, leadership and sales tactics that are of integrity and bring results. We also coach on how to set up goals and visions that drive us in all areas of our life.

As an expert in Sales, Leadership and Behavior Assessment we show dealers, managers and salespeople best practices that increase sales and profits.

Bart is an expert in negotiations, handling objections, phone skills, and digital sales. We then practice until we have mastery on the desk and on the floor. We offer training 1 on 1 or in group environments both on-site and the dealership and weekly online webinars. We also offer weekly sales calls, leadership calls, and personal development improvement calls. With our digital training network, students can improve their performance right from their own desk.

Friday, July 19, 2019

Success In Sales In One Word: Confidence!

"People who ask confidently get more
than those who are hesitant and uncertain. 
When you've figured out what you want to ask for, 
do it with certainty, boldness, and confidence."

-- Jack Canfield

"People don't buy for logical reasons. 
They buy for emotional reasons."

-- Zig Ziglar

I can say without the slightest hesitancy that the number one asset of a very good salesperson is summed up in one single word: confidence.

Strangely enough, it is not an inborn skill, but a learned one and the strange part is that so few really learn it, and it is something that every single salesperson needs.

The other thing I learned about this from all these years is that the method to achieve confidence can be summed up in one word: boldness. If one has a degree of boldness, one will try things that others shy away from. Boldness then will create the willingness to try and do and learn from trial and error, and the results of that activity will help build confidence.

It doesn't require any more intelligence than good common sense would dictate, what being good at sales requires is desire, a willingness to put yourself out there, learn from trying and doing and failing and succeeding, and improving to the point of being confident in one's ability to succeed.

That's as simple as it gets. All the rest is sharpening the saw and lubricating the parts.

Tuesday, July 16, 2019

Sales Is The Art Of Listening

"Most people do not listen 
with the intent to understand; 
they listen 
with the intent to reply." 

-- Stephen R. Covey 

The art of sales--and it is an art when practiced with skill--is far more about not talking. It's about listening. But, not just listening. It's about listening to understand. A sales person's best skill after listening to understand is asking questions to determine why and how the prospect wants to buy. If they didn't want to buy, they wouldn't be there; albeit, they may have put the cart before the horse.

As with so many of these grand life lessons they are not something that is learned and done. They are a practice. They are a practice because of our ever-present ego, and since there is no way of removing the ego, we can only control its attempts to lead, by our awareness that we are not our ego, and that our ego serves us as we allow it to serve, and we need to allow it to serve us only rarely.

The ego's desire to be in charge, to be right, to be the winner turns a conversation into a test of who can win by talking and winning points. It wants the interaction, but it hates to lose, and I've been in many conversations like this, and I've also experienced my own ego leading conversations, and frankly, when they're done, that's when I know that I forgot to practice listening and that I allowed my ego to rant.

In sales, the best teachers teach that we listen and ask questions in order to find common ground, and as we find commonality, we can make a positive connection, which helps lead to comfort and trust. A little talk goes a long way. A lot of listening goes much further.

It is also very interesting, and even enlightening, to be in a conversation with someone who is a great listener and who knows how to draw us out. That feels great, doesn't it? So imagine then how it feels when we are the great listeners.

"When People Talk, Listen Completely." 

-- Ernest Hemingway 

Saturday, July 13, 2019


This video will be a step to access where you are, where you want to be, what's in your way and whats your WHY!!!

Auto Mastery University

Wednesday, July 10, 2019

Your Wild Imagination Can Make Reality A Breeze

"For whatever it's worth, 
your imagination is so wild, 
reality's gonna be a breeze, 
if not a letdown." 

 -- Nick Campbell 
played by Owen Wilson 
in the movie, The Internship 

Nick said this quote above to Neha, the young female intern who talks and acts like she has done so much for her young age, yet she admits to Nick, "I've only read about this stuff, okay?" She said she talks a good game, but hasn't actually done anything. She's just imagined it. So Nick says, "For whatever it's worth, your imagination is so wild, reality's gonna be a breeze, if not a letdown."

Albert Einstein said, "Imagination is more important than knowledge. For knowledge is limited to all we now know and understand, while imagination embraces the entire world, and all there ever will be to know and understand."

I like what Pablo Picasso said about imagination: "There are painters who transform the sun to a yellow spot, but there are others who with the help of their art and their intelligence, transform a yellow spot into the sun"

Considering how stuck Nick and Billy seemed to be in their lifestyles and struggles, it was their ability and willingness to imagine that allowed them to inspire their much younger team and at the same time, become leaders instead of just doers. They understood that they could choose, then imagine it into reality.

Sunday, July 7, 2019

Minute With Maxwell: The Power of ‘Now’ - John Maxwell Team

Don’t underestimate what can be done now. When we prepare “now,” our tomorrows are that much better for it. Now is the only time we can presently count on—the only time we currently have. Use it wisely, and don’t miss out on it.

Thursday, July 4, 2019

Happy Independence Day!

Happy Independence Day to all of my friends and clients. We wish you the best as you celebrate with your friends and family.

Monday, July 1, 2019

"5 Pillars of Effective Leadership" | Ari Zucker | TEDxGVSU

Every organization, whether they be in business or in government has a central group of leaders that set the tone, create a culture, and work towards a common goal. This speech discusses a foundation for effective leadership around 5 characteristics that inspire togetherness, loyalty, and success.