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...
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....
Jan 30, 2019 | Automotive, Building Rapport, Customer Retention, Presentation, Proposals, Prospecting, Sales Strategies
Do you have a few showroom guests that object to a write-up, even after they’ve demoed a vehicle? Maybe even some who resist taking a demo drive because they don’t want to be put in that write-up situation where someone might ask them to buy. ...
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...
Feb 10, 2016 | Automotive, Consumer Leasing, Customer Retention, Gross Profit, Presentation, Sales, Sales Training
Consumer leasing has many advantages for the customer, the salesperson and for the dealership as well. Having a clear and concise understanding of consumer leasing is critical to your success. Let’s take a look into some advantages of leasing. Advantages...
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