July 29, 2013


Intensity is that extra spark to achieve the successes you desire. It is the ability to turn up the flames and fuel your passion for something. It is an intangible feeling or emotion that comes from somewhere deep within.

I held a meeting with some sales consultants and asked them what Intensity means to them. Here is what they came up with:

  • FIRE: Intensity is a feeling inside—you know, get fired up! The flames of intensity burn within and spark you into action. Get others fired up too.
  • FOCUS: Intensity is the ability to zero in on your target or to have complete focus to gain your goals and aspirations.
  • ATTITUDE: To have a take-charge attitude. Intensity is also having mental strength to bring additional heat when needed.
  • PATIENCE: Intensity doesn’t have to be wild or out of control. It can be steady, and have endurance.
  • DUE DILIGENCE: Intensity is having a constant and earnest effort while pushing the body or mind to attain what you desire.

I got to thinking about what they said about intensity. I personally wouldn’t put patience and due diligence together with intensity. Now, thinking about it a bit more, I believe they do make sense. You can have patience while having intensity and give you the endurance to outlast or work through the time needed to achieve your goal. Intensity will help you focus on diligence and allow you to do the steps needed to succeed.

To add to it, here is what I believe intensity is:

  • PASSION: Intensity is an overwhelming feeling inside that moves you to do great things. It allows you to bread out of your mold and do things that will make you successful.
  • EXTRA MILE: Intensity is doing things that others are not willing to do. It is about going the extra mile to learn more, achieve more, or do more in your life.
  • PURPOSE: Intensity is a determination or resoluteness that helps elevate your purpose. Intensity gives more emphasis to have purpose in what you do. It also allows the spark for you to reach your goals or intentions.

Intensity it is something that not everyone shows. It is an innate desire to want to be the best, achieve your goals, influence others, or accomplish a task. I do believe intensity is something that everyone has. Some it flows more freely. To others, it is hidden somewhere deep within. It is up to you whether you use it or not.

Tap into your intensity and achieve the goals and desires of your life!

-- by Tim Northburg LifeWork Elements

July 27, 2013


I got to thinking about training the other night when I was watching the final race of  Le Tour De France.  190 guys on bikes, 21 days of intense cycling and at the end of it all only about 160 made it to the finish in Paris. It fathomed me to think what kind of training these guys do throughout the year for this race.

This is what made me think about training. They push themselves to the limits for the shot at a yellow jersey that, in the end, only one person wears. You have the sprinters training and competing at all out sprints at the end each flat stage while risking crashing for a chance to wear the green jersey. You have the climbers who compete for the King of the Mointain polka dot jersey. None the less, they train each day, every month, all year for something they believe in.

What are you doing daily to train in your work?

Are you training each day, every month, all year?

DAILY TRAINING: Work each day to learn a little more about different skills you can apply to your business. Customer service skills, personality differences, sales basics, advanced sales techniques, phone skills, communication skills. Are there any programs for your job you can learn that will help you be more proficient in your work?

DAILY COACHING: Is there a mentor at work, or outside of work, that can help you become better? Are there things you can learn from the top person in the office or at your work? If you are the top person, who can you help coach. Many times when you are coaching others you learn as much from them as they do from you.

DAILY ROLE PLAYING: Do you practice word skills, sales scenarios, role-play sales basics, with your boss or co-worker? Doing this keeps you on your game. If you sit back and wait for things to happen, you won’t be fresh or ready to perform.

MONTHLY: Do you track your progress? Are you constantly looking at your goals or forecasts to see if you are on track or not? Are you analyzing your performance to see the areas where you need to do a bit more training, or practicing to get better?

YEARLY: Do you go to seminars, take webinars, read books, analyze your goals for the year and set new ones?

If athletes can train daily, monthly, and yearly . . . why can’t you?

-- by Tim Northburg LifeWork Elements

July 9, 2013

Automotive Sales Training Book for Advanced Sales People

Knights of the Blacktop
Advanced Sales Techniques of Automotive Retail Champion

What is it that makes a great salesperson . . . great? It takes a wealth of knowledge, experience, dedication, and desire to make a sales person great. Greatness comes from commitment within. Commitment allows a sales person to stretch their sales ability and combine skill, passion and finesse in their approach in order to grow to their ultimate potential.

What attributes set that person apart from the mediocre? An elite sales person lays their foundation in the basics of the needs based sales process and expands from there. A Knight of the Blacktop is interested in solving other people’s needs. They have perfected the art of identifying customer’s needs and showing how their product can solve those needs. The needs based sales process is their ally. They have the skills to overcome objections and present their product in a professional manner. They mix all of that with enthusiasm, heart, and power, creating an instinct that is unstoppable.

You see, the Knight helps people get what they want while making them “feel good” about the process of getting it. By doing this they do not need to “sell”. People just buy. Stop trying to “sell” people! Understand your customer’s needs, create relationships, build trust, increase value, and exude confidence in you, your product, and your services and people will naturally buy.

Think about the things you like about shopping. Do you appreciate an over aggressive sales person that does not understand your needs? How do you feel when a sales person is being pushy and just trying to sell you whatever it is that he or she wants you to buy, with no concern for you?

Customers do not want you to “sell” to them. They want you to assist them with their purchase. When you start helping others get what they want, you will have more success in this business than you can ever imagine. Prior to being in the car business, I was a Lifeguard. I actually saved four kids lives. Now, I am saving people from making bad vehicle purchases. I always looked at it like I was helping my customers make the best choices. The best salespeople help their customers and create the want to buy.

In today’s highly competitive market, with narrower margins and challenging customers, it is apparent that those who are “in tune” with the wants and needs of the customer, will make more sales and retain more profits.

If you look around, the top sales people in a dealership are the “natural born sellers” that have devised their own way of selling. Most have done this without any formal training program. They have become skilled at meeting and greeting people, developing instant rapport, qualifying the customer, building value in the product, demonstrating the vehicle, handling objections, closing, delivery and finally building repeat and referral business.

You are probably reading this post for a reason. You want to figure out how to master the automotive retail business and become ultra successful. Since I started in the business in 1996 I dedicated some of my extra time to writing down everything that I have ever learned in the automotive retail business to bring you this all inclusive training manual. The techniques in this book were not created in some university setting by someone studying automotive sales. They are used daily by other highly successful automotive sales people in real dealerships. These same techniques can be used to take your sales to the next level so you can become a Knight. Learn the business as I have and you will greatly accomplish your dreams and goals.

Knights of the Blacktop is an all inclusive training manual for selling cars. Much like a recipe book, that outlines the ingredients and gives the step by step details to create a great meal, this book outlines specific steps to selling cars and teaches techniques and word tracts within each step that helps sales consultants become an automotive Knight. It is these basic skills and word tracts that increase your ability and effectiveness to become a Knight in automotive sales.

To become a Knight in the automotive retail business you need to take your skills to the next level. This book can become your universal handbook for automotive sales. If you master the basics outlined in this book and follow the formula for success with every customer enthusiastically, and professionally, you will lead your customers further into the sales process, close more deals, and get more referrals. You will become an ultimate success a true Knight.

However, skills, techniques, and word tracts are not the only thing that makes a sales person a Knight of the Blacktop. It all comes back to commitment. A Knight of the Blacktop knows that the single greatest factor of success is commitment. Commitment sparks action and action leads to success. They know that the “doing” is where their success comes from. Their business success comes from the strength of their commitment, religiously followed. They do what it takes to be successful and commit themselves to learning their craft and becoming the best. They provide the best customer service experience possible!

But, it is much deeper than that. Knights adhere to an altruistic set of beliefs, principles, ideals, and values—and it shows in everything they do. They adhere to them every day, in every way.

In the first quarter of this book, you will uncover these traits and ideals that set the knight from the rest. In the last three quarters of the book you will dive deeper into the advanced sales techniques of the Knight and analyze every minute detail of automotive sales.

Use Knights of the Blacktop training guide book to stretch your sales ability to the highest plateau. Fully commit yourself to becoming an elite automotive sales person and hold true the beliefs, principles, ideals, and values shared in this book and you will become a true Knight of the Blacktop!

Buy The Book On Amazon

Knights of the Blacktop
Advanced Sales Techniques of Automotive Retail Champions

This advanced sales guidebook builds off the skills introduced in "Automotive Sales Playbook" and "Automotive Sales 101" to bring you the advanced sales techniques of Automotive Retail Champions. Learn every advanced mindset, skill, technique, word tract, and close you need to elevate your automotive career so you can become an elite Knight of the Blacktop!

About The Author
Tim Northburg started his automotive career in 1996 selling at a Saturn retail facility where he learned highly valuable customer service and needs based selling skills. In 1998 he gained international experience while managing a Rover, MG, MINI Cooper dealership in Chester, England. Since 2000, he has moved into upper management where he currently trains, motivates and leads his highly successful team of sales professionals. He has three years experience running the Business Development Center where he learned valuable customer follow-up, incoming phone call, prospecting, and owner retention techniques and skills. He spent six years as a Used Car Manager /Desk Manager and is fully trained in Finance, Marketing and Public Relations. In 2010 he became a Sales Manager and E-Commerce Director at a highly successful Honda, GMC, Buick Dealership. Tim Northburg’s commitment and dedication to the business, and the sales people he leads, is evident in this complete training guidebook. He shares the knowledge gained, throughout his career, because he wants others to succeed like he has

-- by Tim Northburg LifeWork Elements

July 6, 2013



I asked this question to some sales people in a meeting the other day and got some good answers on the subject.

The first person said; “It means to SUCK-LESS!”

We all laughed, but he was being serious. When you think about it, he has a point. When you are successful, you do suck less. You are doing the right things. You are making the right choices, decisions, and actions to achieve your goal or purpose.

Here is what else we came up with:

NO FAILURE: When you are on a success streak—you are not afraid to fail. Your mind-set is strong, and you persist—no matter what. When you have the success mind-set you don’t accept failure.—it is not an option.

SMILE: When you have success—you tend to smile more. The feeling of success is great and it affects your emotions, body language, tonality, and your overall thoughts. You are excited and on cloud nine. Your thoughts are positive. This translates to a happy state and you go around with a big grin on your face.

WINNING: When you are successful you are winning more than you are losing. You are on a streak of fortune. I know that when I was selling and I was on a hot successful streak, my winning translated to other areas of my life.

NO STRESS: Success takes all the stress away. Really it doesn’t, but it feels that way. More than anything, we tend to take the pressure of striving and wanting to success off our shoulders. When you have success, fear, anxiety, stress seem to melt away.

PMA: Positive Mental Attitude. This goes with all the others above. When you are successful you tend to have a positive mental attitude. Your thought processes are different—you are more sharp and on the ball. You are able to handle objections, and overcome obstacles. The negative talk inside your head is buried by positive affirmations and internal high five’s. You feel so strong mentally, that nothing can stop you or break your spirit.

SELF MOTIVATED: When you have success you are more self-motivated. You are eager to continue the successful streak. You don’t need a manager or anyone telling you what you need to do, you just do it.

So, start small. Look at the small success you have in your day to day life. Build off that. Motivate yourself to gain more success. Form a positive mental attitude, smile and accept no failure. When you win more you will feel less stressed.

So, go out there and SUCK-LESS with SUCCESS!

-- by Tim Northburg LifeWork Elements

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LifeWork Elements © 2011 by Tim Northburg and LifeWork Elements. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Tim Northburg and Lifework Elements with appropriate and specific direction to the original content.