Training Articles

Do You Feel Lucky?

Do You Feel Lucky?

While researching new training material I came across Gary Player’s (the golfer) famous quote; “the more I practice the luckier I get” and it got me thinking as to the importance of our role as trainers and consultants, more importantly the effect that “role playing” has on developing and improving our clients talent and skill … 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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The First Place To Start Is With The First Impression

The First Place To Start Is With The First Impression

Everyone has heard the expression, “You only get one chance to make a good first impression.” First impressions are how we initially identify with each other. It’s the way we determine if we should walk on the other side of the road or not. Many people enjoy “people watching” and, in doing so, begin to … Read More »

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Don’t Be Afraid of ‘No’

Don’t Be Afraid of ‘No’

Objections Are OK – They’re Just A Normal Part of the Selling Process Closing the sale and overcoming a customer’s objections sound like two different topics. But closing the sale and handling objections always work together, and it takes effective skills at both to make more sales. Most salespeople are so afraid of objections that … Read More »

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Winning Demonstrations

Winning Demonstrations

When it comes time to demonstrate a vehicle, you need to be very well prepared. Too many automotive salespeople invest most of their preparation time in vehicle knowledge. While that knowledge is very important, investing time thinking about how to actually demonstrate vehicles so their clients quickly envision themselves as owners is just as important. … Read More »

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An Agent’s Guide to Using Video Review

An Agent’s Guide to Using Video Review

So as an agent, you are thinking of putting cameras into your stores. This may be because you have been to a recent conference and heard other agents extolling the virtues of such a program. Or your dealer just came back from a 20 group where someone said, “If you want to add $200 to … Read More »

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Watch Your Words – That Seven Percent Will Make or Break You

Watch Your Words – That Seven Percent Will Make or Break You

Our words in sales may only make up 7 percent of effective communication, but they are almost always deal breakers or deal makers. ‘Words’ doesn’t just mean learning the correct question to ask or knowing all the facts about your product, it means carefully choosing every word you say and when you say it. I’ll … Read More »

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