Archive | Sales

Selling in Tough Times

Selling in Tough Times

It doesn’t take a mathematician to see how competitive the market has become. And modern cars, once built, have an extremely long shelf life compared with the cars of the past. With decent care, they can last 15-plus years and more than 200,000 miles. Some people simply won’t purchase a new vehicle until their old … Read More »

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It’s All About Good & Bad Luck

It’s All About Good & Bad Luck

There’s good stress – which is good luck for your sales and your career. And then there’s bad stress, or distress — which is bad luck for your sales and your career. The good news is, you get to pick your stress. The reason you go to work is to sell. The reason you go … Read More »

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Building Client Relationships

Building Client Relationships

When it comes to building long-term relationships with clients, it’s very similar to building long-term friendships. In kindergarten, children are encouraged to make new friends by talking with others, inviting them to play and being nice to them. They often hear these words: “To have a friend, you have to be a friend.” In many … Read More »

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Training Helps Develop High Achievers

Training Helps Develop High Achievers

Nothing is more important to your immediate and long-term success in sales and profit, than developing high achievers in your sales department. The value is pure math — average and below average salespeople are your biggest financial drains. If you have a $30,000 ad budget with 10 salespeople, you’ve given each underachiever a personal ad … Read More »

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Setting Realistic Sales Goals

Setting Realistic Sales Goals

Achieving sales volume goals is one of the biggest challenges any automotive salesperson or agent faces. This is a pretty straightforward industry. If you’re not making the cut, you can quickly find yourself cut from the team. There are so many factors that can affect that final number that you have to stay on top … Read More »

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Straight Talk: 3 Tips From Agents to Dealers

Straight Talk: 3 Tips From Agents to Dealers

What do people want when they go visit a dealership or its Web site? What makes them choose one make of vehicle over another? The specific answer to those questions can only come from those who are already satisfied clients or repeat clients. However, I can address the general answers to help you get started … Read More »

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