Archive | Sales

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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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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