Goals for 2020?
I don't know how many sales and management related magazines, newsletters, and e-zines you subscribe to but if you are a sales professional I'm betting it is 4 or more. Every year at this time the...
View ArticleCost of Ownership Part 3
The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic. Helping a client...
View ArticleCost of Ownership Part 2
The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic. Helping a client...
View ArticleCost Of Ownership - Part 1
The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic. Helping a client...
View ArticleStrategy Execution Achievement
Every sales manager has goals. They are usually imposed on us from external sources like the manufacturer, our dealer principal, or general manager. These goals are highly visible, the data is readily...
View ArticleIsn’t Everyone Today a Highly Informed Shopper?
We have said that the number one job of the salesperson is "Selection". By this, we meant that everything we do with the client or for the client is designed to help them get the best vehicle choice...
View ArticleLeadership or Self-serve?
In the face of a mountain of research on the modern automotive shopper, no one is going to deny that shopping patterns have changed: • Buyers research online and self-serve themselves farther than ever...
View ArticleGood Times Make Bad Habits
Who turned off the tap? We see in many markets a dramatic reduction in walk-in traffic. In some cases this is just a continuation of the pattern of highly researched shoppers who are shortening the...
View ArticleBuilding Trust in the Trade Value
One of the most common objections that occurs in the automotive buying process has always been: "I'm not happy with what you're giving me for my trade-in." This one is almost automatic with some...
View ArticleSelling cars or selling printing?
We get a lot of questions from dealerships who are starting to experience declining effectiveness with their direct marketing for invitation sales, behind the wall sales, or private sale events. When...
View ArticleThe sale starts with the receptionist - will it start it well?
We occasionally run training programs to bring receptionists into the sales process. We usually have a class that has 80-90% of attendees with no idea of how sales works or how the receptionist role...
View ArticleLayers and Layers
No matter how much customer buying behavior changes we still at some point have conversations with most people who buy from us. Many will seem resistant or distant when we first engage them. You might...
View ArticleStrategy Execution Achievement
Every sales manager has goals. They are usually imposed on us from external sources like the manufacturer, our dealer principal, or general manager. These goals are highly visible, the data is readily...
View ArticleIsn’t Everyone Today a Highly Informed Shopper?
We have said that the number one job of the salesperson is "Selection". By this, we meant that everything we do with the client or for the client is designed to help them get the best vehicle choice...
View ArticleLeadership or Self-serve?
In the face of a mountain of research on the modern automotive shopper, no one is going to deny that shopping patterns have changed: • Buyers research online and self-serve themselves farther than ever...
View ArticleGood Times Make Bad Habits
Who turned off the tap? We see in many markets a dramatic reduction in walk-in traffic. In some cases this is just a continuation of the pattern of highly researched shoppers who are shortening the...
View ArticleBuilding Trust in the Trade Value
One of the most common objections that occurs in the automotive buying process has always been: "I'm not happy with what you're giving me for my trade-in." This one is almost automatic with some...
View ArticleSelling cars or selling printing?
We get a lot of questions from dealerships who are starting to experience declining effectiveness with their direct marketing for invitation sales, behind the wall sales, or private sale events. When...
View ArticleThe sale starts with the receptionist - will it start it well?
We occasionally run training programs to bring receptionists into the sales process. We usually have a class that has 80-90% of attendees with no idea of how sales works or how the receptionist role...
View ArticleLayers and Layers
No matter how much customer buying behavior changes we still at some point have conversations with most people who buy from us. Many will seem resistant or distant when we first engage them. You might...
View Article
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