‘Twas the night before payday, when all ‘cross the lot Not a creature was stirring, there weren’t no ups; The cars were all cleaned on the showroom with care, In hopes that some traffic soon would be there; The crusty, sour peddlers were complaining ‘bout keeping their families fed, While…
By definition: Commitment means to show loyalty, duty or pledge to something or someone. At AutoMax our trainers talk to thousands of auto dealers, automotive sales people and sales managers each year about the true power of commitment and how commitment can literally change the facts of things. How do…
It always amazes me that sales consultants make selling harder than it should be. Before everyone gathers the lynch mob, I do realize it takes a certain amount of finesse and skills to persuade someone to do something they otherwise would not do. We all are born with the ability…
Every manufacturer has one; some are even calling their clients directly. We (The dealer and the salesperson) will receive bonuses based in them. What is it? “The Survey”. Manufacturers know that client retention is the key to their survival. We all use them. Don’t we ask for testimonials at the…
This is a guest post by Mike Phillips of LeadTheTeam.net, leave him a comment and check out his blog. You’ll be impressed! If you’ve made the plunge and you have drive, desire and tenacity paired with a charming smile and armor like thick skin, then you have a good foundation…
Working Together, Team Work… Synergy: We’ve all heard this before, but do we really practice what we preach? As soon as we think that our commission is not what it was supposed to be, or our client’s car was not prepped for delivery when promised, or a new salesperson is…
This post is a continuation of “Customers Are Predictable, Everything They Do Is Predictable” Know your outcome (sell your customer a vehicle). Despite your best efforts, not every customer you work with will result in a sale. Salespeople spend a significant portion of their selling time searching for customers interested…
Are you prejudice? When clients comes into the dealership, do you size them up and say to yourself, “This is a buyer and this is not?” At the beginning of each Automax class, the trainer does a simple experiment to prove a point. The trainer’s ask their students, “WHO AM…
For those who are uninitiated, this is not a week to week business, but rather a year to date business. There are slow periods and there are highly productive periods. The trick is to level it all out. We need to make hay! ORGANIZED!!!!!! DISCIPLINE!!!! So, how many of you…
The idea behind this blog is to get you thinking, to raise questions and to give answers. While the below letter may be hypothetical I hope it gets you thinking the right way, please take a moment to read it and then leave a few answers in the comment section…