Archive | Sales

In Sales, You Need Friends, And You Only Have Minutes to Make Them

In Sales, You Need Friends, And You Only Have Minutes to Make Them

We always talk about how to make a good first impression, which is one of the most important steps in a sale, and how to greet customers properly with the word “welcome”, asking a question and taking another step forward in the sale. Now the next step is to find the common ground with your … Read More »

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Profile of a Champion Closer

Profile of a Champion Closer

When you hear the phrase, “closing the sale,” what comes to mind? Force? Intimidation? Manipulation? Coercion? For me, “closing the sale” means helping people make decisions that are good for them. The key words here are “good for them.” If you plan to be in the automotive sales business any length of time, you’d better … Read More »

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How Much Money Do You Make?

How Much Money Do You Make?

I’m betting everyone reading this has “Make More Money” on their goal list. But the question above is key to getting your wish: Do you really know how much money you make now? I’d bet 80% of the people reading this can’t write down their actual ‘current’ average monthly income and 80% don’t know how … Read More »

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When Buyers Hesitate

When Buyers Hesitate

You’ve just invested the last 90 minutes with someone who really needs a new vehicle. You feel like you’re on a roll. You firmly believe that the truck, car or van they’ve selected is good for them and that they can afford it. They’re giving you both verbal and visual buying signs: touching the vehicle, … Read More »

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‘If I Just Had More Time Each Day …’

‘If I Just Had More Time Each Day …’

Do you wish you had more time to get more done? What could you do if you could squeeze an extra hour of productivity into your day? How much more could you accomplish? Without question, everybody reading this could get more done with more time. So here’s Catch number 1, or the choice you’ll have … Read More »

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Be Aware of Unique Cultural Needs

Be Aware of Unique Cultural Needs

If your dealer clients do business with people from cultural groups different from your own, you would be wise to invest some time to learn more about those cultures and their needs in terms of vehicles and services. You may not necessarily be doing business with people in another country, but with those from other … Read More »

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