In this bonus podcast, “How We Did It: Conversations with Ag Equipment’s Entrepreneurs” brought to you by GKN Off-Highway Powertrain, Mike Lessiter sits down for a conversation with the next generation brother-sister team of Glenn and Janea Danuser. Lessiter is president of Lessiter Media, which publishes Rural Lifestyle Dealer.

Most salespeople, especially new ones, fail for one reason; they don’t produce enough daily activity to get their business up and going.

During this webinar, Bob will share specific ideas on how to overcome the price objections that sales people stumble over, the importance of developing negotiation packages using service and parts, and two simple techniques that will help close most sales. [To view any of our webinar replays, you must be logged in with a free user account.]

Try applying these business philosophies from B.F. “Bev” Dolan, who died on Feb. 21 at the age of 91.

Killians Inc. of Hickory, N.C., is a family-owned dealership that was founded in 1963. Sharon Killian Radke and Susan Killian Kirby are the third generation owners, with the fourth generation now taking a role in marketing and sales.

Bob Clements International's Management Boot Camp is a two-day event that covers six critical areas dealers need to master to be a High Performance Manager. Bob and his team are sharing footage from the event exclusively with Rural Lifestyle Dealer.

A reader asks: What is a gentle way to tell an owner that their skill set is not to the level needed to keep a dealership moving forward?