by Scott Bradley Have you ever wished that you could reboot your sales career? Do you find that tackling a new prospect or following up with current clients isn’t exciting anymore? Perhaps the new guys are outselling you, and now both your productivity and attitude are at the bottom of the sales board. If this […]
Finding The Reset Button Read More »
by Michael 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 auto sales training event I’ve been involved
When And How To Make A Turn Read More »
by Michael Hargrove Tweet Each month, I get one or two requests similar to the one I received from a salesperson named Phil who works at a dealership in the northwest. I thought it would be a good idea to share with you his particular e-mail and my response. Phil wrote: In my
The No Money Down Syndrome Read More »
By Jeff Mowatt Remember the days when people noticed good customer service, talked about it, and most importantly – rewarded you for it? Happy customers would return and spread the word. In today’s fast paced world however, people are so rushed moving to the next thing, or so distracted by their mobile devices, that good
When Customers Ignore You – Five Business Building Tips That Costs Nothing Read More »
by Tim Connor Every day thousands of salespeople annoy their customers and prospects with a variety of actions, behaviors and decisions. Are you guilty of any of the following? If you are you might want to re-evaluate your selling behavior. Why lose sales or customers needlessly when all that might be necessary are just a
From Facebook to Phonebook: How Wingmen Stay Connected by Lt Col Rob “Waldo” Waldman Like many of you, I recently joined the Facebook, Twitter and LinkedIn craze and it’s been great. I’ve re-connected with old friends from high school, college, and my fighter pilot days, and I’ve also met some very interesting people. And
By Bernadette Doyle In the mid eighties, researchers at Cleveland State University made an astonishing discovery. The researchers created two fictitious job candidates, Dave and John. For each of them they created identical resumes and two almost identical letters of reference. The ONLY difference was that John’s letter included this sentence: ‘Sometimes, John can
A Damaging Admission… Read More »
Lt Col Rob “Waldo” Waldman If you want to test the true character of a person, see how they respond to adversity. Watch how they handle the pressure of a lost sale, an angry client, or a difficult boss. What do they say? How do they act? What is their emotional state? Do they freeze
How To Become A Winning Sales Ace And Avoid Getting Shot Down Read More »
by John Boe If you’re working hard, but aren’t consistently generating enough sales and getting referrals, chances are it’s a matter of trust. One of the most critically important and yet frequently overlooked aspects of selling is creating a solid foundation of trust and rapport. Suppose you could incorporate a few simple, yet highly effective
How To Build Trust And Rapport Quickly Read More »
by Chuck Bauer Imagine for a moment . . . placing the same amount of emphasis on referrals as the other significant items of our sales process. Where could this take you? To help gain clients and sales, our personal sales marketing plans might already use some combination of: advertising, seminars, lead generation, cold calls,
Who Moved My Referrals? A Must Ask For Every Sales Cycle! Read More »
