Archive | Sales

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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Building Overall Value with Price-focused Customers

Building Overall Value with Price-focused Customers

Question: “I sell more ‘full-pop’ deals than any other salesperson here. But how do I handle it when a customer is loaded with money and buying seems to be a ‘game’ to grind us until there’s no profit left? This type of person seems to care less if I feed my family or pay my … Read More »

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Ask Joe

Ask Joe

“You say we should investigate, but if I go to ‘Best Buy’ to look for TVs and ask for a 60” LED-LCD HDTV by Sony, they don’t need to investigate, they just need to show me the TV that I asked for. Am I missing something here?” I completely understand your question. People walk on the lot and … Read More »

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No Demo, No Sale

No Demo, No Sale

“I understand how important doing a good demonstration of the vehicle is, but everybody is different, so how do I know what to do each time?” That’s a great question because when you mix quantity (how many demonstrations you give), with quality (a great demonstration for each individual customer) – that’s when you really improve … Read More »

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Improving Dealership Growth Means Increasing ‘Good’ Gross

Improving Dealership Growth Means Increasing ‘Good’ Gross

“We’ve recovered and we’re making money again. How can we increase our unit sales without dropping our average gross per unit?” This question brings up a few key points that we need to discuss before I can actually answer the question. When you look back at the last 20 or 30 years in this business, … Read More »

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