Finding The Reset Button

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 is happening to you, maybe it’s time to hit the reset button on your business plan. We’re all familiar with rebooting a slow running or frozen computer. We simply power it down, wait 30 seconds, and turn it back on.  The reboot allows...

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When And How To Make A Turn

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 in. My colleagues and I (in the training field) each have our own experiences, theories, and guidelines. Some of them differ wildly. And even though a few of us like to think we know the hard and fast rules of turning, in truth,...

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The No Money Down Syndrome

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 sales meeting today we were told that getting cash down is our biggest problem. I understand that cash down means gross, however the industry advertises “$0 down delivers” and sometimes it is difficult to overcome that objective [objection]. Could I get...

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When Customers Ignore You – Five Business Building Tips That Costs Nothing

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 customer service is overlooked.  Fortunately, as I share in my seminars, there are several easy things you can do that will enhance your service and boost your business which your customers will actually notice.  Best...

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Are You Guilty?

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 few minor changes in your selling style or communication methods. Do you send emails instead of calling? Do you act like the customer owes you the business? Are you an effective communicator? Do you take customer loyalty for...

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Wingman

  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 yes – like you, I can easily spend a few hours a day on these sites checking out profiles and looking at cool videos and photos. Last week, I was driving home from a lunch meeting and was...

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A Damaging Admission…

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 be a little difficult to get along with.’ The researchers showed the resumes to personnel directors. Guess which applicant the directors most wanted to interview? Believe it or...

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How To Become A Winning Sales Ace And Avoid Getting Shot Down

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 up and get angry, or do they buckle down and increase their focus and commitment? The same holds true for those who would assume the mantle of leadership in business. When adversity hits, how they respond in the market will determine their ability to...

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How To Build Trust And Rapport Quickly

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 ideas into your selling process and substantially increase your bottom line? Successful salespeople have a knack for making people feel important. They understand the value of...

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Who Moved My Referrals? A Must Ask For Every Sales Cycle!

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, personal and professional networking, etc. RARELY do I see sales people using “referrals” as a main part of their sales marketing plan. Consider the following: When was the last time you asked for a referral? When was...

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