May 29, 2019 | Automotive, Boat, Closing, Communication, Confidence, Customer Service, Growth, Leadership, Negotiation, New Hires, Presentation, RV, Sales Training, Upselling
Whether called Product Specialists or Salespeople, how would yours do selling popsicles? Let me share a recent experience. I was so ready for a chocolate dessert the other afternoon and I was looking for the Yes, We’re Open sign at the ultimate popsicle store in town....
Oct 29, 2018 | Automotive, Communication, Human Resources, Leadership, Management Training, New Hires
Your objectives in the interviewing and screening process are plentiful. The old school “hit them hard, right between the eyes and see if they can take it” approach may not be the best method in today’s climate. Testing people to see if they’re...
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...
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...
May 10, 2017 | Closing, Communication, Education, Human Resources, Leadership, New Hires, Sales Management, Sales Process, Sales Strategies, Sales Training
When it comes to sales management training for vehicle sales, I’m reminded of a quote I recently read by John Wooden, “The best leadership tool you have is to lead by example.” It bothers me to see parents teaching their kids that it’s...
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