Has Any Customer Ever Said They Wanted to Buy this Way?

Written by Troy Harrison. Posted in Sales Training

Print
beard business man brunette woman at desk ignore

It’s been over 20 years since I was a car salesman. I loved being a car salesman, and I was good at it. Still, I left the business. One reason that I left was that I got tired of selling against my customers’ wishes. I’m not talking about selling my customers cars that they didn’t want, and I’m not talking about pushing people into things. I’m talking about the most customer-unfriendly part of the car buying experience—what I call the “desk dance.” Add a comment

Continue Reading

What's the Secret to Winning Customers? Spend Less Time

Written by Clint Burns. Posted in Sales Training

Print
time management concept clock closeup isolated on white background with red and black words

No, the title is not a typo. We work with hundreds of dealerships and have key analytics on every single showroom transaction that happens within these dealerships. As we walk through the data with managers to help improve their productivity each month, it’s worth noting that the most successful dealerships all have one thing in common—their sales staff spends a certain amount of time per day without customers Add a comment

Continue Reading

Qualifying Your Customer

Written by Darin George. Posted in Sales Training

Print
Car dealer giving keys to a customer in a car shop

If you think of the sales-qualifying process like a doctor’s examination, you will be able to understand why critical questions must be asked. If your doctor doesn't ask you important, health-issue questions or perform any tests, it will be impossible for them to properly diagnose you. The more questions you ask your customer the more useful information you will get Add a comment

Continue Reading