Aug 23, 2018 | Automotive, Building Rapport, Communication, Customer Retention, Customer Service, Follow Up, People, Prospecting, Referrals, Sales, Sales Management, Texting
Dealer and Manager, do you feel frustrated by costly expenses needed to get customers through the door? Salespeople who build something really significant, by flexing their own marketing arm, understand the importance of personalization. Many dealers have a few sales...
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 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...
Mar 15, 2017 | Automotive, Closing, Communication, Conflict Resolution, Customer Service, Desking The Deal, Gross Profit, Handling Objections, Internet, Negotiation, Sales, Sales Process, Sales Strategies, Sales Training
Customers looking to buy a new or pre-owned vehicle will always be looking to get the best deal. It’s hardwired in most of us to attempt negotiations. Where you end up, if you get the deal, and how good the customer feels about it is dependent on the salesperson...
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