by jfriday | Jul 31, 2015 | Automotive, Boat, Needs Assessment, RV, Sales Training
As a desk manager, you, more than most, understand the value of information. You function better, and, of course, can desk much more effectively when you know more about the buyer. When you are more aware of the customer’s motivations, whether there is...
by jfriday | Jul 31, 2015 | Automotive, Negotiation, Sales Training, Trade-Ins
Let’s talk trade walk. You may have a good handle on it…or you may need to take it up a notch or two. If 65% of the people you talk to have a trade-in and nearly all of which have a higher figure in mind for the trade-in value, the number you deliver may...
by jfriday | Jul 31, 2015 | Automotive, Follow Up
Salespeople need a solid customer follow-up plan to make sure they stay on their customer’s radar. Many dealerships have excellent follow-up strategies. However, all too often, during training we find salespeople that lack direction. As a...
by jfriday | Jul 31, 2015 | Automotive, Communication, Handling Objections, Sales Process, Sales Training
5 reasons why salespeople may receive a “vague” objection: 1. The customer is uncomfortable with price issues. 2. The customer is uncomfortable with you or other dealership personnel. 3. The customer is not...
by jfriday | Jul 31, 2015 | Goal Setting, Growth, Motivational Video Archive
Luck is the last dying wish of those who wanna believe that winning can happen by accident. Sweat on the other hand is for those who know it’s a choice. So decide now, because destiny waits for no man. And when your time comes and a thousand...
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