Archive | Sales

Success Begins in Your Mind

Success Begins in Your Mind

A good attitude is one of the most important traits a sales professional can have. Most people who fail in business fail because they don’t know how to keep their attitudes positive on a daily basis. They start their careers learning and practicing the basics, applying these ideas and end up making lots of money. … Read More »

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The Myth of the ‘Natural’ Salesperson

The Myth of the ‘Natural’ Salesperson

Do I have to be a “natural” at sales to earn the big bucks? I’ve heard that question many times. Well, no matter how easy selling seems to be for you or some of the people you work with, the answer to the question is always a real big “No!” None of us are born … Read More »

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How to Find New Sales in a Recovering Market

How to Find New Sales in a Recovering Market

The various predictions this year have us back in the 14 million-unit range on total sales. That number fluctuates, but at the rate we’re going and growing, it’s moving higher, not lower. Most important, this will be our best year in some time. So who comes out ahead in a recovering market? That’s easy: It’s … Read More »

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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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