Archive | Sales

Don’t Be Afraid of ‘No’

Don’t Be Afraid of ‘No’

Objections Are OK – They’re Just A Normal Part of the Selling Process Closing the sale and overcoming a customer’s objections sound like two different topics. But closing the sale and handling objections always work together, and it takes effective skills at both to make more sales. Most salespeople are so afraid of objections that … Read More »

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Winning Demonstrations

Winning Demonstrations

When it comes time to demonstrate a vehicle, you need to be very well prepared. Too many automotive salespeople invest most of their preparation time in vehicle knowledge. While that knowledge is very important, investing time thinking about how to actually demonstrate vehicles so their clients quickly envision themselves as owners is just as important. … Read More »

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Watch Your Words – That Seven Percent Will Make or Break You

Watch Your Words – That Seven Percent Will Make or Break You

Our words in sales may only make up 7 percent of effective communication, but they are almost always deal breakers or deal makers. ‘Words’ doesn’t just mean learning the correct question to ask or knowing all the facts about your product, it means carefully choosing every word you say and when you say it. I’ll … Read More »

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Diagnosing Your Clients’ Needs

Diagnosing Your Clients’ Needs

When people think about making a vehicle purchase, they aren’t likely to compare talking with you to going to the doctor, but you should make that comparison when preparing to talk with clients. People trust doctors. They usually accept the diagnosis and prescription for wellness with few questions asked. That’s because they recognize doctors as … Read More »

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Persistence Eliminates Resistance

Persistence Eliminates Resistance

The difference between persistence and pressure is technique. J. Douglas Edwards was a Master in sales. You may not have heard of him, because he’s one of those ‘old time’ sales trainers from a long time ago who mastered and taught the principles of selling. He started below the bottom and then learned how to … Read More »

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Closing Through the Buyer’s Eyes

Closing Through the Buyer’s Eyes

Years ago, I spoke at a banquet for top salespeople. Before I gave my talk, the speaker introduced someone in the audience and said, “This man earned twice the national average in sales last year…” The speaker’s manner suggested that it was quite an achievement. But, considering the large number of successful sales professionals in … Read More »

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