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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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“Help, I’ve Fallen. Is There a Leader Around Who can Help me get Back Up?”

“Help, I’ve Fallen. Is There a Leader Around Who can Help me get Back Up?”

There may not be an “I” in Teamwork, but there is definitely an “L” in Teamwork if you plan on winning. Whether you’re dancing, playing sports, walking the dog or managing; to succeed, somebody has to Lead. Without Teamwork, you can’t win in today’s market. Without Leadership, you will never have Teamwork. I got two … Read More »

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Developing the Thank You Notes Habit

Developing the Thank You Notes Habit

I learned the value and power of Thank You notes early in life. When I was a young child, my parents occasionally went out with friends for dinner. Invariably, when my parents returned from an evening out, I saw my mother sit down at her little desk in the hallway as soon as she got … Read More »

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On Sales Management…  How Can We Recruit Good People?

On Sales Management… How Can We Recruit Good People?

Since his first movies, Clint Eastwood has worked with the same production crew every time he makes a film. Since day one, our goal has also been to do the same; hire great people, train them effectively and take care of them better than anybody else will, so that as a team, we could build … Read More »

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