by Mark Tewart How different is the sales process at your dealership than it was 10 years ago? Although the marketplace has changed dramatically along with the customers that buy vehicles today, the selling process is close to the same as it always has been at most dealerships. This traditional sales process must change and […]
Contrarian Selling Philosophy Read More »
by Tom Wittman Enthusiasm is not just a word to get people moving. It is a real word, with a real definition. When a person is enthused there is actually endocrine secreted from the brain to the central nervous system whereby accelerating the heartbeat, respiratory system, blood flow, and even changing vocal intonation. This is
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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
What Are Objections? Read More »
by Michael D. Hargrove Tweet Practicing new techniques, new strategies, new word tracks, and our craft in general, is an essential element to our success. One of the best ways to practice using new techniques is through role playing with associates. The interaction with other professionals we work with creates a win/win situation for
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by Dirk Zeller The Greatest Salesman in the World. Og Mandino wrote that classic some 30 years ago. It still sells over one million copies annually. After reading a tribute to Og, I started to think about what characteristics make a great salesperson. Og had many brilliant thoughts regarding sales and life. He said in
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by Pam Lontos When you begin like this, you have just sabotaged your own sale, set yourself up to be lied to and didn’t find out if the client is interested in what you said. Too many salespeople do this. They see a client and talk immediately about their product or service and what they
How To Ask Questions to Sell More Clients Read More »
by Pam Lontos You are in front of one of your biggest accounts. You’ve asked the right questions and gave a dynamic presentation. So much money hinges on this client’s answer. Your heart is beating rapidly, your hands feel clammy. The time has come to ask for the order. You take a deep breath and
Eliminating Sales Objections Read More »
Len Silvester (Sales & Leasing Consultant at Powell Volvo/Mazda) #1. It does not pay to own items that depreciate. Why be saddled owning what will be worth less tomorrow than it is today? #2. Pay for only the portion that you use. Pay monthly only on the % of the car that you will
Len’s Ten Reasons To Lease Your Next Car Read More »
by Doug Doolin (Sales Associate at Lincoln/Mercury of Olympia) This is what I say when cold calling orphan customers. Please know that I have taken bits and pieces from others and developed a word track that I am comfortable with. Hello, is this Mr. Customer (use the customer’s name here)? This is Joe Sellsalot
Orphan Customer Prospecting Made Easy Read More »
by Michael Hargrove Tweet At the beginning of most of the workshops I do around the country, I have found it very effective to first help my clients understand how it is that we all learn, or how we effect a lasting change in our behavior. For this purpose, I like to use The Model
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