(As published in the book “A 5th Portion of Chicken Soup for the Soul”) by Michael D. Hargrove Tweet While waiting to pick up a friend at the airport in Portland, Oregon, I had one of those life changing experiences that you hear other people talk about. You know, the kind that sneaks up […]
Don’t Hope Friend… Decide! Read More »
by Michael Hargrove Tweet Unit and Gross Profit Production. In order to find what our current average is, we need to go back for the last three months (or start to track for the next three months). We need to list our: number of units per month gross average per unit total gross per
by Michael Hargrove Tweet Grandpa Hargrove once told me, “Michael, life is a magnificent play. We can either be the star or just a bit player. But me…I’d rather be the playwright!” And that’s just what goal setting allows us to do. It enables us to create our life instead of letting life be
Goal Setting Basics Read More »
by Michael Hargrove Tweet This a closing technique I heard for the first time about a year ago in one of my workshops. The guy who shared it with us swears he’s been using it for years, but this was the first time I had ever heard it. Many of you have asked me to
The Rental Car Close Read More »
by Michael D. Hargrove Tweet What do we do when our customer tells us, “That’s not enough for my trade!”? If we tell them our manager is willing to pay, let’s say, $8,000 for their present vehicle, don’t they always want $10,000, $12,000, or something even more unrealistic?! I’m assuming we’ve already done a
The Guaranty Future Value Close Read More »
by Michael D. Hargrove Tweet What do you say when your customer announces, “Wait a minute, I can get this exact same car for $600 less at XYZ Motors. Why should I pay you guys more?!” I can tell you what the average automobile sales person says. They say something to the effect
Our Dealership’s Competitive Advantages Read More »
by Michael D. Hargrove Tweet Can you guess what the most common complaint about sales people is, from both customers and sales managers alike? It’s this; sales people simply talk too much. And since most of us do indeed talk too much, what do you think the second most frequent complaint we hear about
Using The Socratic Selling Method Read More »
by Michael D. Hargrove Tweet 1) Jim, is it time to put this shopping chore behind you? 2) Okay, Jim, are you ready to own it? 3) Jim, do you want it? 4) Reward yourself, Jim. You’ve earned it, haven’t you? 5) Tell me Jim, have we earned your business now? 6) C’mon Jim.
41 Simple Closing Questions Or Statements Read More »
by Michael D. Hargrove Tweet Recently, a one on one client and friend of mine told me, “I don’t even consider it a car deal, Michael, until the person who bought from me sends me a referral.” Now, how powerful is that?! It’s been well documented that sales professionals who have the majority
The Essentials Of Marketing Ourselves (Part One) Read More »
by Michael D. Hargrove Tweet I hear time and time again that customer loyalty is a thing of the past, that today’s customer will take their business elsewhere for a mere $50, and that long term follow up and going the extra mile for our customers simply doesn’t pay off. And sometimes, not
The Essentials Of Marketing Ourselves (Part Two) Read More »
