by Dave Anderson It’s not solely the leader’s job to build team spirit, morale and to create and promote team bondedness. Each team member has to do his part. It’s the leader’s job to choose the players, define expectations, line them up with a job that requires their gifts and talents and provide the motivation, […]
Teamwork Is Everyone’s Job Read More »
by Michael Hargrove Tweet A couple of the most important elements in selling anything is the ability to build trust and confidence. The evidence manual or evidence PowerPoint presentation is designed to help us do both. This is accomplished by showing as well as telling our customer the benefits of doing business
Evidence Manual Or PowerPoint Read More »
by Mark Tewart I have read many books and attended many seminars on the subject of “closing the sale.” Most of the solutions for closing the sale that I have gotten from those sources, deal with a magic phrase or argument that will convince the customer that the salesperson is right and the customer should
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
Let’s Kick It Up A Notch Read More »
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 »
