Archive | Sales

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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While We’re Talking About Good Managers

While We’re Talking About Good Managers

One of my favorite quotes on ‘Management and Leadership’… While We’re Talking About Good Managers ‘Bear’ Bryant gave you the biggest tip you need to succeed… “I’m just a plow hand from Arkansas, but I’ve learned to hold a team together, how to lift some men up, how to calm others down, until finally they’ve … Read More »

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How Many Managers Really Do a Good Job?

How Many Managers Really Do a Good Job?

Based on the 80/20 rule, 20 percent of managers are great and the other 80 percent are either average or below-average. What’s the difference? The great ones learn how to deliver extra sales each month to help their salespeople and their dealership grow and become more successful, year after year. Before you can define a successful sales manager, first … Read More »

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How Serious Are Your Buyers?

How Serious Are Your Buyers?

“When you wish upon a star…” Wouldn’t it be great if that were possible? If we just had a test we could give people up front, we’d get rich. Oops – if that were possible, you wouldn’t actually get rich. Your dealer would either put you on hourly wages or replace you with a walking-talking product … Read More »

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