Archive | Sales

Always Be Closing

Always Be Closing

The actual closing of the sale is by far the most important step in the selling process. Without it, you haven’t sold anything, have you? However, it should also be the most natural part of the process. Everything else you do leads to that point. I teach lots of techniques for prospecting, meeting people, qualifying, … Read More »

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Let’s Focus on being More Productive!

Let’s Focus on being More Productive!

When you wish upon a star… Remember all the times you’ve said, “I wish”? And do you remember that really good paycheck you got that one time? Don’t you wish you could get one like that every week? Wouldn’t it be great to be at the top of the board each month? Wouldn’t it have … Read More »

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Addressing Client Concerns

Addressing Client Concerns

How you address client concerns will have a powerful impact on your overall success level. In many cases, once concerns are addressed, the sale is made. You can go straight to asking for their approval on your paperwork. The foundation of addressing client concerns is a simple, yet incredibly powerful six-step process that I’ve taught … Read More »

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Want to Sell More Units & Make More Money – Do More Work!

Want to Sell More Units & Make More Money – Do More Work!

Activities = Results More Activities = More Results The work (activities) always comes before the money (results). We all hear salespeople say, “If I made more money, I’d work harder,” and “I’m not wasting my time with them unless they’re ready to buy today,” or “If my dealer got me a secretary, I’d sell more … Read More »

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Addendums, Are They Good or Bad

Addendums, Are They Good or Bad

I was in a meeting with a group of GMs recently and the question, “Should we, or shouldn’t we have an addendum on our vehicles?” came up. Answer: it depends on a lot of things. Which of the following items do you agree with regarding addendums… Having an addendum can add gross profit to the … Read More »

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Are You A ‘Wanna Be’ Pro

Are You A ‘Wanna Be’ Pro

Peer Pressure Kills More Careers Than Anything Else There are a ton of salespeople and managers who want to be better and know they can. They want to be more successful, but they’re afraid to step out of the huddle – they’re afraid of what their peers will think. It doesn’t take a college degree … Read More »

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