I can't take it anymore. We've gone too far with everything. What to eat, what is politically correct, how to save money, and more. With much despair, I have witnessed attempts from some sales trainers that suggest a new way to sell in today's market. I can only compare it to "the new sales process by wearing a bicycle helmet." I recently heard about a new sales process … [Read more...] about Do Your Salespeople Need a Bicycle Helmet?
On my travels as a sales trainer and recruiter, I've met many amazing sales managers and others who should not be within a country mile of the sales staff. Some of them really have no idea of how to motivate, train, and build a great sales team and salesperson. They have power in title only. The best salespeople use their sales managers all the time. They understand that the … [Read more...] about Is Your Sales Manager any Good?
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 … [Read more...] about Qualifying Your Customer
The problem I found after my first two month was; I felt I needed to know more about everything. I thought this would be in the best interest for my customers. … [Read more...] about Negotiating Trade Ins—What’s My Car Worth?
My sales as a showroom rookie were pretty good, but as I became more confident with my selling abilities, my sales actually went down. This didn’t make any sense. Everything was on track for a good first year. So what happened? … [Read more...] about No Customer Leaves Until You Talk with Your Sales Manager