Michael Hargrove

by Michael Hargrove     Tweet   We’ve bought into the philosophy that we don’t get wealthy in the car business by simply selling each client a car. We believe that we get wealthy in the car business by creating a relationship with each client that allows us to make a reasonable profit, five or six […]

by Michael Hargrove     Tweet   Is your referral program working? Should you even have one? And if so, what should it look like? In part four of our series on developing a repeat and referral business, we’ll examine these questions, and discuss what other successful salespeople across the country, those who derive the majority

by Michael Hargrove     Tweet   I’ve been asked many times, “Besides the additional expense of slipping them into an envelope, what’s the best way to get our newsletters read”. That’s a great question! First, our newsletters must always be worthy of being read, of course, then another way to make sure they get read

by Michael D. Hargrove     Tweet   How far should a salesperson take the transaction before they get someone else involved? When is the right time to make a turn? What is the best way to make a turn? Should turns even be made? These are questions common to virtually every car training event I’ve

by Michael D. Hargrove     Tweet   Do you lie to your customers? I am fortunate in that I get to work with some of the top people in our field (in North America at least), and my experience has been that these people are, for the most part, good, honest, hard working folk. I imagine

by Michael D. Hargrove Tweet Have you ever wondered why a particular technique works well for everyone else but you? The most common reason for this is that we haven’t taken the time, or made the effort, to make it our own. For any technique to be effective we must first adjust it to our

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,

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

by Michael Hargrove Tweet       A couple of the most important elements in selling anything is the ability to build trust and confidence. The evidence manual or evidence PowerPoint presentation is designed to help us do both. This is accomplished by showing as well as telling our customer the benefits of doing business

by Michael D. Hargrove     Tweet In order to effectively overcome objections, we must first understand the three different types of objections and how to effectively handle each one. The most common type of objection (by a ton) are simply knee jerk reactions or things customers have been conditioned or programmed to say to sales