Nov 27, 2017 | Boat, Conflict Resolution, Growth, Role Play, Sales, Teamwork
I am often asked what I think of role play as a method to teach salespeople (and others) how to handle their jobs. We have to remember that it can be really stressful to “perform” in front of our peers because no one wants to be self-conscious and...
Oct 17, 2017 | Automotive, Boat, RV
Do you really know how each salesperson is responding to this question: “What time do you close?” If you close at 8:00 and the salesperson simply answers “We close at 8:00”, then plan on staying late more often than necessary. Now...
Sep 6, 2017 | Automotive, Closing, Communication, Conflict Resolution, Handling Objections, Role Play, Sales Management
Any discussion on objections would have to start with a simple, yet profound, premise. Contrary to what some may think, closing is not a singular event. It is a process; a process that sometimes starts before you and the customer ever see one another. For...
Aug 15, 2017 | Automotive, Conflict Resolution, Sales Management
6 Objections That Successful Salespeople Have Mastered The world of sales training has a significant amount of information on dealing with objections. In fact, I would be shocked if anyone with more than 90 days in the business has not received training on handling...
Jun 6, 2017 | Conflict Resolution, Human Resources, Leadership, Management Training, New Hires, Sales Management
I recently spoke with a friend and client regarding a specific turnover issue: Sales Managers who have given up on the bottom twenty percent of their sales team, and have stopped trying to salvage that person’s employment. This is especially true for managers with no...
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