The traditional dealership is dead, but some have not had their funeral yet. It seems as though as much as some things change in the auto industry, as many things stay the same. Every week our trainers observe things in dealerships that look and feel like holdovers from the 1960s. Let’s take a look…
How would you rate the skill sets of the sales staff at your dealership? Let’s review a few of those skill sets: Phone skills — taking inbound calls and making outbound calls Follow-up skills — Following up sold and unsold customers with an organized game plan utilizing multiple streams of follow-up methods …
A recent article I wrote titled “The Death of Traditional Salespeople”, received more response than any article I have ever written. Judging from the massive response, I struck a nerve with salespeople, managers, business owners and just about everyone who read the article. Based upon the overwhelming response and the huge amount of requests for…
Do you hustle? I mean really hustle. As a kid growing up I was a huge fan of the Big Red Machine, Cincinnati Reds baseball team. Pete Rose became my favorite athlete. Forget about Pete Rose as a man and all his personal shortcomings, Pete Rose gave it his all every time he stepped…
Another Super Bowl come and gone. Every year there is a lot of hype and hoopla and it’s an event to enjoy. This year I thought I would share what are some valuable lessons for sales, marketing, work and life all gleamed from the Super Bowl. First of all, let’s start with a few…
No, I am not crazy and yes I am talking about the well known shock jock known for his outrageous radio show. Howard Stern is a genius for many reasons and they all apply to how you can succeed as a salesperson, manager and entrepreneur. Let’s examine several of the reasons and the lessons…
You may find this article a bit odd, knowing that it was written by a sales trainer, but I believe that traditional selling is dead on arrival. The days of hiring and building a well-trained sales staff that executes all facets of the sale, follow up, prospecting, marketing, telephone skills and building a database of…
Traffic is slow, business is weak, the economy stinks and banks aren’t buying. Repeat this mantra 100 times and see how you feel. I promise you that if you replay this message enough, you will believe it as absolute truth and become depressed and desperate. No matter what circumstances are at present, the choice is…
Michael Jackson and Billy Mays passed away in the same week. The passing of Billy Mays made the news but Michael Jackson dominated it. The underlying message sent from the media is that entertaining is good and somehow noble, but selling and marketing is bad. My question for you is the following: Do you allow…
Don’t you hate to hear your customer say “no”? You spend a lot of time and energy with a customer and when you get to the final stage of the sales process, the customer says the dreaded “no” word. You were all excited and hoping for a sale and then poof, the air goes out…