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…
Details1. 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…
DetailsAll 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…
DetailsSuccess 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…
DetailsAll 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…
DetailsYou 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…
DetailsIf 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…
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