The Close before the Close!Read More
Every year about mid-November I get two or three salespeople calling looking for ideas to generate more sales - right now! If you have been in the business for a while you know that winter and the upcoming holidays can affect the door swings. The problem is that by the time they call it is too late to generate allot of sales right now.
How is it that the same objections that stumped sales people decades ago are still stumping sales people today? Once and for all, let’s figure out a way to make a compelling argument that would allow us to earn the business.Read More
You earn respect by moving the needle. We have something very tangible to measure. How many cars, how much gross. It doesn't matter who your brother-in-law is or how good looking or charming you are - how many cars!Read More
Every week we meet many customers and we don’t sell them all. After measuring the sales effort for decades, I always found that one sells about 25% to 30% of 1st time In’s (counting everyone). That means 70% to 75% left you and the store without a new car.Read More
We all started in the same place. We all had that same first day. Learning the business of selling cars just takes time to learn the nature of the uncontrollable human element called the customer. Part of the process is just learning from our mistakes and part of the process is laughing at our mistakes.Read More
Every dealership has the 25-car salesperson and the 6-car salesperson. The dealership has the same inventory, same advertising, and same door swings for both people, yet one does 25 a month and the other does 6. After talking to both for a few seconds, I can tell who’s who… How? Attitude!Read More
Eric, Rhonda and I hope to coach, generate thought-starters, and with your help develop some best practices that can be shared with everyone motivated to make a career in auto sales. It all starts with attitude, and sometimes keeping the mind working is just what the doctor ordered.
Some people like the emotion of the presentation, while others may like the validation of the close. Whatever your favorite step of the process is, I propose that selling or not selling is decided just before you shake hands.Read More
My concern comes from watching salespeople approach all ten customers like they might be one of the two uncontrollables. I watch salespeople tip toe on egg shells trying to avoid any possible negative reaction. All control is lost!Read More
In the old school days "the closer" was king. Now it is going to be the sales person who does the best job in retention. The sales person who builds a long-term annuity by working and managing his relationships with a customer. The pros are already doing it. There are sales people in this town who have been in the business 15 plus years making over $200,000 a year. How much of that income would you guess comes from repeat - referral?Read More