Selling Skills

by Jacob Wright It’s the goal, the purpose, the incentive, the intention, the hope, the dream and the promise of something better. It is the catalyst that stimulates creative thought and drives it into action. It provides a reason for playing the game. It is, simply, that penultimate moment in the selling process called . […]

By Rick Gilmore, GSM at Sun Pontiac/GMC (Mesa, AZ)   1. They do not have clear, written goals. 2. They don’t give the job adequate amount of time and give up too soon. 3. They fail to follow up with prospects. 4. They don’t practice their trade. 5. They don’t believe in their product or

By Rick Gilmore, GSM at Sun Pontiac/GMC (Mesa, AZ) 1. Establish clear goals. 2. Do away with the negatives. 3. Take responsibility for yourself. 4. Take responsibility in your dealership. 5. Always have a pipeline full of prospects. 6. Don’t take rejection personally. 7. Establish a referral base. 8. Take advantage of all the services

by Scott Bradley   The sun was just setting over the West Hills, revealing the last glimpse of a day punctuated by intermittent rain showers and forced gray sunlight. “Just one more drive, really.” The voice on the other end of the phone continued, “That should be enough. Most certainly, then I’ll be able to

by Dennis R. Kyle After you have been around the block a few times, you’ve heard the traditional slogans for loyalty: My word is good I pride myself on staying in touch I promise I will deliver it by tomorrow I will call you tomorrow Trust me, I will make sure the delivery happens You’ll

by Marcella McMahon   Sales is not a personal thing – Or is it? A negative attitude in sales will hold you back every time! Do you have a negative attitude holding you back? No one likes to do business with people who are negative. But sometimes we don’t even know we have a negative

by Marcella McMahon   As I read an article from a Continental Airlines Magazine (The Technovangelist, by Kevin Markey) about Philips Components which is the worlds largest supplier of drives, subassemblies and components for TV and is number one in LCD screens and screens for handheld devices like the one I am typing on right

by Dave Anderson   Too many salespeople have it backwards. They’re afraid to ask for the sale or follow-up with customers because they don’t want to appear “pushy.” However, you stand a much better chance of offending a customer by not asking boldly for the sale or making those follow-up calls to cinch the deal.