Archive | Sales

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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The Toughest Customers On The Planet

The Toughest Customers On The Planet

There are only two types of customers; easy ones and the tough ones. Most of us were taught to spend our careers waiting around for our dealers to supply us more of the toughest to close type of customer. If there are easy customers and tough customers, though, who in their right mind would spend … Read More »

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How to Handle an Angry Client

How to Handle an Angry Client

Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening: the angry client decides the problem isn’t worth the aggravation and … Read More »

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Make It or Break It: A Salesperson’s First 90 Days

Make It or Break It: A Salesperson’s First 90 Days

To grow, you have to stabilize your sales force. To do that, you have to hire the right people and create processes for them to follow. Then it’s up to managers to train everyone initially, and then daily, coaching each salesperson to help them develop their skills and their business, and manage them in their … Read More »

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