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...
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....
Mar 26, 2018 | Automotive, Boat, RV, Sales, Sales Training
I would like to recommend a very important philosophy that you should incorporate into your daily sales regiment. The concept is called “One More”. At its heart, it simply means that when you think you are done, do one more. One more what, you ask? One...
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...
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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