To increase sales and profits, spend time preparing and monitoring the phone opportunities as you would walk-in traffic. A typical retail business has as many phone sales opportunities as it has walk-in traffic. An effective system has the following: • Training for the receptionist • Training for the sales people and management • A uniform…
I was recently invited to be a guest lecturer for an entrepreneur class at the University of Cincinnati. In the question-and-answer portion of the program, the professor asked me to sum up what I felt was the most important message I could stress to the class. My reply was one word – ACTION. At a…
I am sure you have heard the phrase, “People buy from people.” However, I bet you have never heard, “People buy from robots.” In the modern world, clients have heard every bad sales pitch, seen every movie and TV show about bad salespeople and have experienced “death by spam” emails, letters and every other…
1. Educate Yourself Don’t wait for managers or anyone else to give you the sales education you need. Unfortunately, the automobile industry has been stuck for years in a, “Throw them in and see if they can swim mentality.” Some dealerships take new recruits to a meeting room and have them watch training tapes for…
You are, who you decide to be at any given moment. You do not need money in the bank. You do not need more education. You do not need more experience. You do not need better connections. You do not need to be older. You do not need to be younger. You simply need…
All businesses are built on two areas of competency – people skills and marketing skills. Many sales people who are more than adequate in their sales and people skills are struggling today. The reason is most sales people lack enough opportunities with customers. Lead generation = dollar creation As a sales person you are in…
Success is not a mystery. Success leaves clues, patterns, strategies and philosophies to be studied, emulated and practiced. Failure has it’s own story. If you study both, you begin to get a clear picture of how to be successful and how to avoid failure. One component of all successful dealerships is the leadership practicing the…
All sales people need to have a monthly sales goal for themselves. They also need to know how they arrived at that specific goal. Many times, these goals are based upon their past sales performance, but past results may not be indicative of performance. You can increase your sales by 25 percent or more. Identify…
You are getting in life exactly what you are tolerating — both good and bad. If your results, income, success and life are great, it is because you tolerated nothing less than that reality. If your results, income, success and life are less than you want, it’s because you tolerated all the things that created…
If you sell vehicles, you have definitely heard this before. The value of the trade in is one of the major sticking points of any car purchase transaction. If you are not ready for this objection, you are killing your income and setting up your competitors to sell a vehicle. Never start at the…