UNDERSTAND AND LEARN TO DEAL WITH IT! One out of four customers who walk in the door will buy a car from you. That means three out of four times you will hear the word “NO”. No means different things to different people. Some take it personally while some realize…
Listen to Craig Lockerd of Automax as he shares with you how to motivate your sales people the right way. Motivation is like a balloon, you can inflate it by blowing into it but sooner or later the balloon with deflate. To truly motivate your sales force you must teach…
The typical car dealership “goal setting session”: Manager to salesperson: So, Jurrassic, How many units are you all gonna do this month? Jurrassic, “fifteen”. Manager: Everyone hear that, I am putting Jurrassic down for 18. Mid-month: Manager to salesperson: So, Jurrassic, it is now the 15th. You have 3 units…
All of us have had the opportunity to work with both types of salespeople. You CAN sell using both techniques. However, it has been our experience that most customers like to be helped through the buying process, as long as it is professional and non-confrontational. Here are examples of both…
There is so much great training materials and systems out there to teach our students, but without the right attitude we are planting seeds on barren ground. One of most important concepts that I train my students on is the Self Fulfilling Prophecy. Everything that we do in sales is…
Let’s face it, you really are just plain bad at handling sales calls. Not all of you, just the vast majority. What we need to do is define what we want to accomplish when a client calls us. First, why do client’s call? You can answer that yourself, but if…
Everything we do is just as predictable, all a salesperson has to do is work the sales process and get real good at five critical sales skills. The five critical sales skills: 1 Setting a sales objective (sell them a car) 2 Building “trust” relationship (they buy form those they…
Client Development can be the single most important difference between a sales person who makes $35,000/yr and a top pro that makes $75,000 to $100,000+. Do you want to double your income? Wait for it……. Talk to twice as many people! It’s no great revelation! If you talk to 10…
With dealers and manufacturers spending over 21 Billion dollars (yep, that is the number) annually to put clients in front of salespeople, why then is everyone complaining that business is not what it should be? Traditional methods aren’t working Newspapers: Do you know that the average newspaper reader, in this…
Well, that is always what we said and taught salespeople! Sell them one at a time! Someone comes in wanting to buy two or three cars (nice problem) and they are all over the lot. Mom, Dad and son, lets say. They land or get landed on a couple of…