By Rick Gilmore, GSM at Sun Pontiac/GMC (Mesa, AZ) 1. Establish clear goals. 2. Do away with the negatives. 3. Take responsibility for yourself. 4. Take responsibility in your dealership. 5. Always have a pipeline full of prospects. 6. Don’t take rejection personally. 7. Establish a referral base. 8. Take advantage of all the services […]
by Scott Bradley The sun was just setting over the West Hills, revealing the last glimpse of a day punctuated by intermittent rain showers and forced gray sunlight. “Just one more drive, really.” The voice on the other end of the phone continued, “That should be enough. Most certainly, then I’ll be able to
The Squirrel Close Read More »
by Joe Verde The “Negotiation Process” is one of the weakest steps for most salespeople. It isn’t taught in most dealerships and learning it through “experience” is slower than a snail and very expensive. And the problem is, both the sale and your gross completely depend on you successfully handling this step like a professional.
How To Set Up A Successful Negotiation Read More »
by Dennis R. Kyle After you have been around the block a few times, you’ve heard the traditional slogans for loyalty: My word is good I pride myself on staying in touch I promise I will deliver it by tomorrow I will call you tomorrow Trust me, I will make sure the delivery happens You’ll
by Marcella McMahon Sales is not a personal thing – Or is it? A negative attitude in sales will hold you back every time! Do you have a negative attitude holding you back? No one likes to do business with people who are negative. But sometimes we don’t even know we have a negative
Change That Negative Attitude And Increase Your Sales Read More »
by Marcella McMahon As I read an article from a Continental Airlines Magazine (The Technovangelist, by Kevin Markey) about Philips Components which is the worlds largest supplier of drives, subassemblies and components for TV and is number one in LCD screens and screens for handheld devices like the one I am typing on right
Being The Best – What Does It Take? Read More »
by Dave Anderson Too many salespeople have it backwards. They’re afraid to ask for the sale or follow-up with customers because they don’t want to appear “pushy.” However, you stand a much better chance of offending a customer by not asking boldly for the sale or making those follow-up calls to cinch the deal.
You Offend Customers By NOT Trying To Close The Sales Read More »
by Michael D. Hargrove Tweet These are the twelve most commonly used closes in the sales industry. Now, don’t ask me what research firm did the preliminary data acquisition work or what market segments were included, or was a control group used, etc. As far as the “top twelve commonly used” is concerned,
The Dirty Dozen Closes (part 1) Read More »
by Michael D. Hargrove Tweet These are the twelve most commonly used closes in the sales industry. Now, don’t ask me what research firm did the preliminary data acquisition work or what market segments were included, or was a control group used, etc. As far as the “top twelve commonly used” is concerned, I’m
The Dirty Dozen Closes (part 2) Read More »
by Dave Anderson It’s not solely the leader’s job to build team spirit, morale and to create and promote team bondedness. Each team member has to do his part. It’s the leader’s job to choose the players, define expectations, line them up with a job that requires their gifts and talents and provide the motivation,
Teamwork Is Everyone’s Job Read More »
