Archive | Sales

Do You Honestly Want to Improve?

Do You Honestly Want to Improve?

Most salespeople will depend on the “hope plan” going into 2014 as usual, instead of planning and controlling their sales. You know the words … I hope it’s a good year. I hope we get some floor traffic. I hope the ad works this weekend. I hope I can get a commitment with these people. … Read More »

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The Value of Good Customer Service

The Value of Good Customer Service

One of the biggest challenges facing any business is keeping in balance. In many automotive businesses, more emphasis is put on getting new business than serving existing clients. And that’s no way to succeed long term. Next to sales functions, customer service functions are vital to overall success and must be given appropriate emphasis. By … Read More »

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Your Previous Customers Are Great Prospects

Your Previous Customers Are Great Prospects

Remember the facts, and share them with your dealers: 71% buy because they liked their salesperson. 78% would buy where they have their vehicle serviced. 50+% will be product loyal. 30% have a family member who will be buying or trading a vehicle within the next 90 days. Each family will purchase 36 vehicles on … Read More »

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Don’t Let Complacency & Apathy Stunt Your Sales Potential

Don’t Let Complacency & Apathy Stunt Your Sales Potential

“Strike while the iron is hot.” This statement was first recorded in 1566 and refers to the blacksmith – he heated the metal so he could hammer it out and form it. Once it’s hot though, if he waits too long to shape the iron, the metal cools and hardens – and the opportunity is … Read More »

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Highlights of Attitude

Highlights of Attitude

You must work on keeping your own positive attitude every day. Too many people in automotive sales wait for a good client, an easy sale, a motivational meeting, a seminar, or their manager to provide motivation. The day you turn pro is the day you realize that attitude in selling is everything. A good attitude … Read More »

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Persistence Eliminates Resistance

Persistence Eliminates Resistance

J. Douglas Edwards was a master in sales. You may not have heard of him, though, because he’s one of those old sales trainers from a long time ago. He started below the bottom and then learned how to sell his way past the top. He’s one of the greatest salespeople ever and he and … Read More »

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