I need an email address. What are the miles? Is the wife on the title to the trade-in? The insurance card is expired. Where’s the etch number? What color is the vehicle? Is there a PO Box I need to make sure is on all the paperwork? I could continue, but as you are probably standing over a trash can eating your lunch while reading this article–I’ll be brief: welcome to … [Read more...] about The ‘Why Behind’
Sales Training
A Better 5-Step Plan to Product Sales Success
Whether you’re launching a new F&I product, a new bundled package or want to increase the penetration of products you’ve displayed on your menu for some time, developing a detailed plan for success never goes out of style. What will make your five-step plan more fruitful is how it will give your sales and F&I teams tools for planting the seed of desire in prospects … [Read more...] about A Better 5-Step Plan to Product Sales Success
The Sales Funnel & The Shape of Water
Between a busy career and a larger than average family, I don’t get much time to indulge in a good movie. As it so happens, one of my best friends is a self-confessed cinephile. So when he demanded me seeing Guillermo del Toro’s The Shape of Water when it came out, I thought I had to make the time sacrifice. In a word, the movie was weird. But, do you know what’s even weirder? … [Read more...] about The Sales Funnel & The Shape of Water
Sales Opportunities Start… In Service?
It might sound counterintuitive, but one of your best ongoing opportunities for boosting dealership sales lies in the Service department. Consider the typical sales prospect walking through your showroom front doors. They wait for an average of six years between vehicle purchases.1 Their life circumstances are wildly different from the last time they bought, and yet they … [Read more...] about Sales Opportunities Start… In Service?
4 Types of Power Questions that Boost Your Influence
What you have to offer has a deeper more personal impact on your customers’ lives than you learn, lead, and leverage right now! Whether you are selling an appointment, a service, or a product, it’s not what you know about your offering that matters most, it’s what you know about your customers. No doubt, you have a great message, but if you never get your message through to … [Read more...] about 4 Types of Power Questions that Boost Your Influence