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Caution…Speed Kills Sales

Caution…Speed Kills Sales

I’ve been playing golf for a few years, but no matter how long I play, the hardest concept I have to buy into and the hardest habit I have to break to hit the ball farther – is to swing easier, not harder. For me, swinging the club is usually an aerobic workout. But when … Read More »

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How to Handle “I can get it cheaper somewhere else”

How to Handle “I can get it cheaper somewhere else”

Have you ever heard this from a potential client: “Okay, well, thanks for the information. I want to shop around and will get back to you if this is really what I want.” Unless you’ve only been in business a day or two, you have. In most cases what are they really saying? They’re saying, … Read More »

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You Often Say “Improve and Grow” or “Sell More and Grow,” but if you Improve and Sell More, Don’t You Grow?

You Often Say “Improve and Grow” or “Sell More and Grow,” but if you Improve and Sell More, Don’t You Grow?

Great question! I agree, it sounds like if you improve and/or sell more, you would grow by default. Unfortunately, that isn’t always true. Figuring out how to sell another car is one of the easiest things we talk about. In fact, in classes I always ask, “How’d you like to sell more cars, have more … Read More »

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Objections Equal Desire

Objections Equal Desire

Early in my selling career, I had this dream. In it, I met with a married couple to offer my product – and they were so wonderful! They thoroughly enjoyed my presentation. They agreed to everything I mentioned. They didn’t ask any questions or give any objections. The whole transaction was completed and in record … Read More »

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How Important are the First Impressions Customers Have of Your Dealership?

How Important are the First Impressions Customers Have of Your Dealership?

You can’t afford to miss even one sale these days, and we all know first impressions make or break sales. So let’s talk about some of the first impressions your prospects have of your dealership. You work there, so you may not see what they see anymore. Have an out of body experience – walk … Read More »

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Artful Questioning

Artful Questioning

Many automotive salespeople, who haven’t yet reached the professional stage, think professional selling is exactly the opposite of what it really is. They get started. They learn the product and what the special offers are, then push them on the next client who comes into the dealership. When you entered the selling field, you may … Read More »

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