Power Past the Competition

In this episode, John Latka talks about emails. And just like all forms of communication, there are pros and cons, advantages and disadvantages to email. The biggest advantage of email is a lot of room for content. On the other hand, the biggest disadvantage, is that email is often perceived as a bunch of clutter and or just spam. And sadly, most times, it’s not given the same immediate attention...

In this episode, John Latka talks about texting. You’ll hear about the pros and cons, the do’s and don’ts, along with relevant etiquette. You’ll then be able to decide, if and when, texting is the right fit for your intended message. John also addresses when and where it’s not appropriate to use texting. And in addition, you’ll hear some helpful hints to make your texting efforts more efficient an...

In this episode, John Latka talks about Outbound Phone Calls.    The highlights of this week’s episode include: reasons to make outbound calls, technique, opening statements, leaving voicemail and the benefits of scripts or outlines. John talks about how and why outbound calls to customers and prospective customers should be a part of every salesperson’s daily routine.  Listeners will find out how...

In this episode, John Latka talks about Incoming Phone Calls.    Even in this digital age, customers want the option to call. And when they do, they prefer to be greeted by a human. John also addresses how Covid-19 has driven people even further toward digital research and using a phone, making incoming phone calls more and more important to increasing sales. In addition, he talks about what calle...

In this episode, John Latka talks about Performance Reviews. Including the frequency, the content, the scoring methodology and the reasons for having them.   John also addresses the planning stage and highlights the basics you need to have in place to conduct a professional performance review. He also lists a number of observable and measurable points that should be reviewed when the focus is on s...

In this episode, John Latka talks about referrals, and how referrals continue to be a high gain opportunity for businesses in general and the retail automotive industry in particular – with closing ratios of 70% plus. John also addresses10 things you need to know about a personal referral program. He also shares the contents of a letter, that can be shared with customers by email, which thanks the...

In this episode, John Latka talks about company culture – and how a strong workplace culture has a positive impact on happiness and workplace satisfaction – not to mention the upswing in performance.  John also shares what influences and impacts company culture along with why organizations with stronger cultures tend to outperform the competition and are generally more successful. Follow John on L...

In this episode, John Latka talks about why employees quit. Within the last couple of years, a study showed that 1 in 3 employees planned to leave their job within 12 months. And it’s not always a bigger pay cheque that people leave for – listeners will hear about a number of subtle and emotional factors that go into the decision to leave. John also shares why the majority, 57% of employees, quit....

In this episode, John Latka talks about why customers quit. Listeners will hear some relevant and surprising statistics along with the clear and present danger that leads to poor customer retention. John also shares how investing time in customer satisfaction and retention is well worth the effort, as it will dramatically increase a dealership’s bottom line.

In this episode, John Latka talks about onboarding new employees – the most crucial step in the HR process. Listeners will hear about the 4 Phases of onboarding along with the value of checklists and what they should include. In addition, John talks about the benefits of having a great onboarding process in place and how investing a bit more time and effort in creating an effective onboarding prog...

In this episode, John Latka talks about the origin and meaning of “You don’t know what you don’t know.” He also talks about how all knowledge can be broken down into three segments. Listeners will also hear about the four stages of learning and skills development. And in addition, John shares some examples of gaps in knowledge and not knowing what the gaps are. Follow John on LinkedIn For more inf...

In this episode, John Latka talks about how having daily routines can add structure and a sense of control to your day. Routines ensure that you accomplish those basic daily tasks that must be done.  And by completing your must do’s, you will gain some time to schedule in other things that you want or need to accomplish. Daily routines can also play an important role in maintaining your mental hea...

In this episode, John Latka talks about a number of factors that influence first impressions and as sales professionals we need to manage first impressions in a variety of situations. In addition, John brings to light the fact that we prejudge more than we realize and then shares a relevant story. Follow John on LinkedIn For more information: https://www.automotivebusinesssolutions.com/

In this episode, John Latka talks about communication and how it is so much more than just words. He shares the three core elements in the effective face-to-face communication of emotions and attitudes. In addition, he explains why the acronym W.A.I.T. – Why Am I Talking? – is so important. Follow John on LinkedIn For more information: https://www.automotivebusinesssolutions.com/

In this episode, John Latka talks about leadership and shares some quotes that are bound to resonate with listeners. He also highlights some common leadership mistakes along with warning signs that may indicate poor leadership. John wraps up the episode by highlighting the attributes of a good leader. Follow John on LinkedIn For more information: https://www.automotivebusinesssolutions.com/

In this episode, John Latka talks about Buying Signals and how prospects give them all the time. The challenge is to recognize, respond and use them to further the sales process or close a deal. John shares a number of examples along with a story about a sales person that missed buying signals throughout his interaction with a prospect. Follow John on LinkedIn For more information: https://www.aut...

In today’s episode, John Latka will be talking about Performance Management and how simplicity makes it easier to interpret and understand the numbers which represent Key Performance Indicators. These stats show where your opportunities for improvement are - both in individuals and in teams. Follow John on LinkedIn For more information: https://www.automotivebusinesssolutions.com/

In this episode, John Latka talks about customer experience, employee experience and customer service. All three are equally as important and play a major role in the success of automotive dealerships. Trying to compete on product or price alone is not going to cut it. To stand out, you need to brand your business as being “experience focused” and live it every day by making it the focal point of...

In this episode, John Latka will be talking about mental ownership through presentation and demonstration. John breaks down the 3 major steps in the selling and buying process: selection, mental ownership and commitment. From his perspective, the most important is mental ownership because it’s at that point that your prospect actually buys the vehicle. And if your prospect does not own it mentally...

In this podcast, John Latka reviews some key points in each of the following segments of the HR process: recruiting, hiring, onboarding, training, developing and retaining. Effective hiring is essential in the world of automotive sales, and John will walk through his proven steps to taking on the right employee for your dealership. Also hear how to retain good employees by setting them up for succ...

Today’s program is about Closing Ratios. In this episode, John Latka shares with you how to work smarter, not harder by focusing on high gain opportunities like appointments, repeat customers and referrals. You’ll hear how closing ratios range from 5% to 80% depending on the source of the opportunity. John also shares an analogy that compares the M.I.T. Black Jack Team and selling vehicles. Follow...

In this episode John Latka shares with you how to structure a productive and uplifting sales meeting through a standardized agenda that also allows for flexibility of content - if and when necessary. John also shares a case study to illustrate just how successful a sales meeting can be. Just imagine - people actually wanting to attend, rather than avoid, their next meeting! Follow John on LinkedIn...

Today’s podcast is about change management & creating a winning culture. Listeners will get clarification on what change management and a winning culture is. In addition, we’ll talk about visioning – a look to the desired future and the 3 elements at play. We’ll also hear about 10 things to keep in mind when initiating change along with how to get buy in. The episode will wrap up with highligh...

Today’s program is about improving the odds; through in-game – performance analytics. In baseball, it's about winning games. In retail automotive, it's about winning or closing more deals.  In many cases, we forget that analytics and people are tied together and how you link one with the other will determine your level of success. Back in the late 90’s and early 2000’s John Latka started developin...

This podcast is for those working in automotive retail. The goal is to help listeners improve operational efficiency and increase sales by sharing ways and means we’ve used to help others. This includes aligning and balancing people, process, technology, culture, continuous improvement and accountability.