Aug 23, 2018 | Automotive, Building Rapport, Communication, Customer Retention, Customer Service, Follow Up, People, Prospecting, Referrals, Sales, Sales Management, Texting
Dealer and Manager, do you feel frustrated by costly expenses needed to get customers through the door? Salespeople who build something really significant, by flexing their own marketing arm, understand the importance of personalization. Many dealers have a few sales...
Jun 20, 2018 | Automotive, Closing, Communication, Confidence, Desking The Deal, Gross Profit, Leadership, Management Training, Negotiation, Sales Management
Desk managers everywhere have experienced salespeople who would prefer them to just “OK” the customer’s offer and put the deal to bed. Face it, when the salesperson is ready to close the deal, they most likely have already overcome a good bit to get...
Apr 30, 2018 | Communication, Customer Service, Goal Setting, Leadership, Management Training
Pick a number and live it every day, with every deal. The target could be a volume number, gross number or both. Sure, you will have other targets such as CSI or occasional targets set by the manufacturer for incentive purposes, but I’m talking about a number that...
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...
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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