Regardless of your professional title, we are all in sales, and we all have heard the dreaded words: no, not right now, I’ll think about it, maybe another time; and the like. Sales, as Norman Hall had put it, is an “ocean of rejection.” Face it, every sale is a potential risk to the buyer, and every sale requires the buyer to sacrifice something. It is not hard to imagine … [Read more...] about 3 Keys to Influencing Indecisive Customers
Sales Training
Commission Breath
What is that awful smell? You know, that smell you sniff when you meet a “slick” salesperson? What is the definition of a professional? Is it someone who makes $75,000/year or more in their profession? Are you a professional? You probably have your own definition. How do you become a “pro” in F&I? The first step is to brush your teeth and remove the commission breath many … [Read more...] about Commission Breath
Recommit to Learning: Three Tactics for Your Defensive Playbook
The crisp autumn air, and the changing color of the leaves, always make me think of football. Fall is the time when many sports fans come to life. Baseball playoffs are in high gear, skaters are lighting up the ice, hoopers are scorching the courts, while college and pros alike are hitting the gridiron. And, while cheerleaders are largely a thing of the past, there is something … [Read more...] about Recommit to Learning: Three Tactics for Your Defensive Playbook
5 Things Automotive Salespeople Can Do Today to Become More Comfortable Using Video
Their eyes widen, they start to sweat, and every orifice on their body puckers up like I just asked them to step into the ring with Mike Tyson, back when he was MIKE TYSON! It happens every time I’m in a dealership training a sales staff and I get to the part where I tell them they need to start incorporating more video into their sales process. Many salespeople just aren’t … [Read more...] about 5 Things Automotive Salespeople Can Do Today to Become More Comfortable Using Video
4 Things Automotive Retail Can Learn From Best Buy
Remember your last trip to Circuit City? You know, the store where service is state of the art? If that slogan means nothing to you, you’re either under 30, or you’ve forgotten about the erstwhile electronics store—and who could blame you? Most large electronics stores have become obsolete in the face of the Amazon takeover, and it’s not hard to understand why. Access to … [Read more...] about 4 Things Automotive Retail Can Learn From Best Buy