Sep 27, 2018 | Automotive, Communication, Confidence, Conflict Resolution, Customer Service, Gross Profit, Role Play, Sales Management
Salespeople, Managers and Dealers…stop losing time and money because it’s easier to say “yes”. Let’s review the following scenario. Customer: “Do you think they’ll paint the back bumper and put two new tires on it?”...
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...
Nov 27, 2017 | Boat, Conflict Resolution, Growth, Role Play, Sales, Teamwork
I am often asked what I think of role play as a method to teach salespeople (and others) how to handle their jobs. We have to remember that it can be really stressful to “perform” in front of our peers because no one wants to be self-conscious and...
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...
Oct 26, 2016 | Automotive, Boat, Closing, Communication, Customer Service, Handling Objections, Role Play, Sales, Sales Management, Sales Strategies, Sales Training
Digital marketing is understandably the current rage in the automotive industry. Using software programs that can identify in-market customers and properly price position vehicles makes all the sense in the world. It is hard to imagine operating a modern dealership...
Sep 16, 2015 | Automotive, Boat, Closing, Role Play, RV, Sales
Having your salespeople role-play the figures with you prior to delivering the proposal to customers just makes good business sense. We all do better after rehearsal. This is an absolute must when working with newer salespeople. To that we say, trust, yet verify....
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