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...
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...
Mar 15, 2017 | Automotive, Closing, Communication, Conflict Resolution, Customer Service, Desking The Deal, Gross Profit, Handling Objections, Internet, Negotiation, Sales, Sales Process, Sales Strategies, Sales Training
Customers looking to buy a new or pre-owned vehicle will always be looking to get the best deal. It’s hardwired in most of us to attempt negotiations. Where you end up, if you get the deal, and how good the customer feels about it is dependent on the salesperson...
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