Are you selling value or are you just trying to sell rubber, metal and leather? As automotive salespeople, it’s our job to show our customers why they should value our vehicles more than they value their big stack of money. Not always an easy task but if you take the…
Williams James, the father of American psychology, said it best when he said, “The most important discovery of our time is the realization that we can alter our lives by altering out attitudes.” What is your attitude like? Is it consistent, or does it change with the economy, traffic, sales,…
It’s been said before and I’ll say it again, just to ensure that you’ve heard it a 1000 and 1 times: successful sales people are taught, not born. I know what you’re thinking, “That old axiom again!” Yes! Have you ever stopped and really thought about those words? Have you…
Have you taken a look at your sales presentation lately? How does it stack up? Are you asking questions, that you DON”T already know the answer to? Last night I spoke with a salesman at the mall that totally stuck his foot in his mouth, you aren’t going to believe…
Recently I asked our Recruiter/Trainers that are in dealerships across the country to find out, on average, what our clients pay per month for landscaping and general maintenance at their stores. I also posted the very same question on both Facebook, dealerELITE, ADM and several other Blogs that AutoMax Recruiting…
OK….sooooo you are a dealer that has been affected by a lack of inventory due to world events and your first concern, fear is lack of vehicles to sell; we get that. Let’s talk about what may not seem to be a priority now and the ways it’s being handled…
“If you expect above-average results you must learn, implement and perform above-average concepts.” Pacing, matching or mirroring, whatever it is that you want to call it, has been around a long time. As sales people, we have all at one time or another read a book, listened to a CD…
The purpose of this script is to get the phone number, the name and set an appointment and in that order. In order to control the conversation we need to ask questions. The person that asks the most question’s, controls the conversation! The customer initially controls the conversation, because they…
What’s the most challenging sale? My guess is you probably answered one of the following: Invoice buyers, Internet shoppers, former car-guys, the credit impaired, grinders, slow-breathers, analytical customers or something similar. Actually, I was not referring to the toughest customers to sell. The toughest, most challenging sale is one you…
This is from a discussion that I started a while ago on a social network site. The answers were so good I thought I would share them! What are some differences between how the 2 types of people act? I’ll start… an optimist sees a setback as temporary, while the…