Archive | Sales

Brag About Objections

Brag About Objections

In sales, especially in vehicle sales, it’s critical to understand that the buyer’s perception is everything. Our cars, trucks and vans are not just modes of transportation. They are status symbols. They tell the world who we are and what we care about. Some care most about fuel efficiency and small environmental footprints. Others are … Read More »

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Blaming Your Market Won’t Get You Off the Hook

Blaming Your Market Won’t Get You Off the Hook

When we taped one of our newest courses for JVTN, we talked about how some salespeople are so convinced customers aren’t buying, they don’t make a serious effort to sell a car to everyone on the lot. Why bother, they ask, when they probably aren’t going to bite? Buying isn’t just about the product; it’s … Read More »

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Two Reminders On Closing More Sales

Two Reminders On Closing More Sales

Let’s assume you have a customer who is sincere and she tells you, “I want to check with a friend.” Remember: Always clarify the objection first just to make sure you’re on the right track… Salesperson: “When you say you want to check with a friend, are you checking with them to make sure this … Read More »

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Dedicate Yourself to Educate Yourself

Dedicate Yourself to Educate Yourself

One of the most important lessons I’ve learned in life is that no one else is going to look out for you as well as you will look out for yourself. To become and remain a professional in the automotive industry, you must recognize that you are in charge of your own education and act … Read More »

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2012! – It’s All About You

2012! – It’s All About You

I just got home after visiting with one of our dealer groups. Wow, what enthusiasm and excitement their salespeople and managers have, and it shows in their results. These guys are not only holding their own as business moves back to normal, they had their very best year ever in 2011. You have to love … Read More »

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The Mood of the Sale

The Mood of the Sale

To be successful at selling vehicles, you must be able to quickly understand the emotions churning inside your potential clients’ minds. Having empathy for your clients and their situations is critical. You have to become skillful at synchronizing what you say with a wide variety of client emotions. How well you do this makes a … Read More »

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