Oops! You forgot to close again… Sometimes salespeople assume the buyer is so ready to buy, that everything will just take care of itself, and they won’t have to close the sale. Sorry – that doesn’t work very often. Even when most salespeople attempt to close and get some kind of objection and then think … Read More »
Tuesday, October 16th, 2018
Archive | Sales
Three Big Mistakes Salespeople Make In Negotiating
Posted on August 06, 2014
You can have the nicest customer, have done a great job of selling, and have a firm commitment to purchase (total mental ownership) and still lose deals once you pull out the paperwork and try to close it inside (negotiate). Here are three of the most common and costliest mistakes salespeople make as they start … Read More »
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How to Protect Your Attitude…
Posted on July 01, 2014
“What you see is what you get.” – Unknown Because we’re only paid on what we produce, most people in sales understand why getting and keeping a positive, success focused attitude is critical. We all have bad days, okay days and bell ringers – and the more of those bad and just okay days we … Read More »
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To Sell More – Remember Three Rules
Posted on June 03, 2014
When you overhear a presentation, all you’ll usually hear is a lot of talking, mostly by the salesperson. Usually he or she is going on and on telling the customer about the vehicle. In fact, most presentations start way before the salesperson even knows who it’s for, how they’ll use it, or why they’re getting … Read More »
Posted in Sales, Training Articles0 Comments
How To Follow Up Your Unsold Prospects
Posted on May 07, 2014
Before we talk about how to follow up your working prospects, let’s review what has typically happened in the selling process so far… 86% buy something other than what they said they wanted – and you did have a vehicle in stock they liked. You spent from 20 minutes to a couple of hours and … Read More »
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Work Less and Earn More?
Posted on April 04, 2014
Actually that isn’t true. If you do everything I talk about doing, you’ll actually spend less time at work, earn more money for you and your family and have more free time than you’ve ever had. Besides, you’ve got the wrong guy – I’ve never suggested that you need to put in double shifts to … Read More »
Posted in Sales, Training Articles0 Comments
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GP: Thank you Rick. See you in Orlando.
GP Anderson...
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Kate Spatafora: Doug, I hope all is well with you as it has been t...
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Rick McCormick: Larry,
Thanks for the great feedback! Dave Anders...
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Larry Dorfman: Rick,
Great article... the real opportunity is t...
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