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Sharpen Your Success Skills

Sharpen Your Success Skills

No matter what profession you’re in, success skills are your foundational skills — the skills that drive your success. Whether you’re running an automotive agency, a farm, or a golf course, you have to keep track of what you do, you have to set clear goals on what you want to improve, and you have … Read More »

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Are You a Vendor or a Trusted Partner?

Are You a Vendor or a Trusted Partner?

This should be the time of year when you start implementing your annual growth plans. Like many agents, you have most likely spent considerable time and treasure over the past couple of months looking ahead, forecasting all areas of your business. I am also certain your plan includes improving your agency’s financial performance year over … Read More »

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‘No’ Means ‘Not Yet’

‘No’ Means ‘Not Yet’

There are probably several different reasons why some agents are more successful than others, and it doesn’t really have to do with the market, weather, time of the year, or the products and programs they are selling. There is a two-letter word that is a hidden killer of all sales, and that word is “No.” … Read More »

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Isn’t Your Attitude the Heart of Selling?

Isn’t Your Attitude the Heart of Selling?

Somebody recently asked me how important it was to have a positive attitude when it comes to selling. I said your attitude is the heart of selling, and today it seems like some people need a cardiologist when it comes to keeping a positive mental attitude. Your entire life is shaped by your attitude. The … Read More »

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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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