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How to Catch the Decisionmaker

How to Catch the Decisionmaker

OK, how many of you secret agents need to get into some sort of sensitivity rehab or maybe even a 12-step program because you have some unresolved problems, such as never being able to reach the decisionmaker, a.k.a. the dealer or GM? Right, you call, call, call, call and all you get is some BS … Read More »

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Secret Agent Locates Dealer

Secret Agent Locates Dealer

One of the biggest mysteries in this business is trying to find the decisionmaker at the dealership who can buy or use your services. If you stacked up all the agents who gave up because they couldn’t reach the decisionmaker to make an appointment, get them to take your call, get hold of them, get … Read More »

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Build Your Agency With Powersports

Build Your Agency With Powersports

2016 marks the end of an uptick cycle with vehicle sales in the retail automotive market. This year, we can expect vehicle sales to slow down and plateau. Combined with increased regulatory pressure, 2016 will be a year in which many agents will need to stretch their capabilities and their market base as they prepare … Read More »

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How Can We Sell More on the Worst Day of the Week?

How Can We Sell More on the Worst Day of the Week?

What’s your worst selling day? Let’s assume you picked Wednesday. So every Wednesday is a terrible selling day because there’s no traffic, no incoming calls, nothing to do, nobody to talk to, no sales, no nothing. And yet, Then, all of a sudden, for some incredible reason, Wednesday usually becomes the best day of the … Read More »

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10 Common Mistakes Made by Outside Sales Agents

10 Common Mistakes Made by Outside Sales Agents

Before you can start selling more products & programs than you are selling right now, you have to change some of the mechanics that you are doing right now. To know what areas of the selling process that you need to change, you need to make the most difficult evaluation and that is to evaluate … Read More »

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Ask Joe: What is the best way to increase my income by $15,000 a year?

Ask Joe: What is the best way to increase my income by $15,000 a year?

You didn’t say how many units you sell now or how you’re doing, so let’s assume you meant $15k more in the next 7 months. The math is always first: $15,000 ÷ 7 months means you’ll need an extra $2,142 per month the rest of the year. If you average $350 in commission, you’d need … Read More »

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