by Kelley Robertson Many salespeople and business owners mistakenly think that negotiating is something you do near, or at the end of, the sales process, particularly when discussing price or term of the agreement. Effective negotiating, however, is a process that begins with your first contact with your customer or prospect. From the moment you […]
Price Isn’t Everything Read More »
by Kelley Robertson Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. Participants frequently nod and tell me that they NEVER make assumptions. One person (Doug Maquire, www.MaquireMarketing.com) sent me this story of a situation
Assumptions – The Hidden Sales Killer Read More »
by Mark Tewart Control your thoughts, belief system and limiting patterns and you can explode in 2004 to a year never thought possible. Take a piece of paper and write down your success and failures you incurred last year and what beliefs and experiences had to do with these results. What satisfying emotions did you
Sales Tips For The New Year 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 »
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
The Essentials Of Marketing Ourselves (Part Three) Read More »
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
The Essentials Of Marketing Ourselves (Part Four) Read More »
