I had great mentors when I first got in the car business. One of the first things I learned was that when a salesman was working a deal the whole world stopped.

Most of us are familiar with the tower or desk concept, the area where deals are worked, which can at times be like Grand Central Station. It’s the nerve center. It’s the airplane control tower. It’s the emergency room and ICU all rolled into one.

What it’s not is a place to socialize, but socialization does happen there. With that being the reality, the management staff has to have the discipline that all silly activity stops when a sales person walks in the room. To this day when I’m in a dealership and a sales person walks in the tower I want to say, “Whatcha got?”

Sometimes they have a deal. Sometimes they have a question. Sometimes they need encouragement. Sometimes they are looking for a little push. Sometimes they are just lost. But at all times I want them to know I care about them and I’m there to help them do business.

If you’re not already using the term “Whatcha got,” maybe you should. By saying “Whatcha got,” you will get a lot and you will create more moments of excitement that lead to making things happen.

That’s all I’m gonna say, Tommy Gibbs