KNOWLEDGE. THOUGHTS. NEW PERSPECTIVES.

If you’ve worked in automotive sales for any length of time, you’ve heard this sentence countless times: “I’ll think about it.” For many salespeople, it’s one of the most frustrating moments in the entire sales process. The customer has spent over an hour in the showroom, taken a test drive, asked detailed questions, discussed financing and even started talking about delivery dates. Everything seems to point towards a sale. And then, just as you’re expecting a decision, you h

After more than 20 years in the automotive industry, there’s one pattern I’ve seen over and over again. It doesn’t matter whether I’m working with a new salesperson, an experienced manager or an entire leadership team. Whenever something changes, the reactions are surprisingly similar. A manufacturer introduces a new sales process. A new digital tool is launched. Customer expectations shift. The market changes. And almost immediately, the conversation starts. “Our customers d

One thing I didn’t expect after moving to Dubai was how unspectacular change can feel. If you had asked me before, I probably would have described a fresh start differently. Bigger. More exciting. More visible. I think I imagined arriving and instantly feeling transformed — as if a new country automatically creates a new version of yourself. But the reality feels much quieter than that. What I’ve noticed over the last weeks is that change rarely arrives all at once. It doesn’