Feb 27, 2018 | Automotive, Closing, Communication, Desking The Deal, Education, Negotiation, Presentation, Sales, Sales Management, Sales Training
It is my belief that these two questions need to be asked every time before leaving the customer to get a proposal from management. Next to the last question to ask the customer before getting up to go for desk assistance: “Is there any additional equipment you want...
Jan 23, 2018 | Automotive, Closing, Communication, Presentation, Role Play, Sales, Sales Strategies, Sales Training
First off, I’m not painting all salespeople with a wide brush here. Face it, it may be human nature for some to lack the conviction when they have a good bit of doubt about the anticipated customer’s reaction to a proposal. I’m not insinuating that most...
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...
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