Nov 26, 2019 | Automotive, Boat, Communication, Conflict Resolution, Education, Gross Profit, Growth, Leadership, Management Training, RV, Sales Management, Sales Process, Sales Training
First, I’ll preface by saying I have great admiration for managers, upper management and dealers. They are usually very intelligent, courageous, and have worked hard all of their lives. They are usually great stewards of the money and got where they are making a lot...
Jun 25, 2019 | Automotive, Boat, Building Rapport, Communication, Confidence, Desking The Deal, Growth, Leadership, Management Training, Presentation, RV, Sales Management
Does your Desk Manager’s or Manager’s body language work for the cause? Or is it counter-productive and negatively alter the confidence and self-esteem of some Salespeople? Back in the day, when you were selling, do you remember approaching the desk with...
Dec 5, 2018 | Automotive, Boat, Building Rapport, Closing, Communication, Desking The Deal, Follow Up, Management Training, RV
The T.O. strategy has been around for quite some time, yet at some dealerships it’s not an “all the time” thing. Some salespeople view it as a friction point with management. Some handle it very well. They are grateful for the...
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...
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