Nothing about our sales process is brain surgery, but because of the short sales cycle on a high ticket item, it is disciplined. So Vocabulary matters. Some words we say can teach/encourage the customer to negotiate while others can lead to the perception that the numbers are firm.Read More
No’s are nothing new to the sales process. NO has been around since the days of bartering, so forever... Sometimes the real sales process does not start until the customer says the first NO. So as an ambitious sales professional one has to be comfortable with a NO.Read More
Things have changed in the job market since I started Start Recruiting and Training in 2010. At the time, unemployment was 11%. I thought it was a great time to attract some new talent into retail automotive, and we did.
Without salespeople presenting the value cars become a price commodity and car vending machines become the order of the day. _I laugh when I think about vending machines that would still be full of Chevrolet Citations and Pontiac Aztecs 30 years later.Read More
Just think of the number of people you come into casual contact with every day. The people you meet and deal with at the gas station, in line for food, dry cleaners, retail stores, coffee shops, Grocery, etc. It would be interesting if just for one day you counted what that number actually is…Read More
Automotive sales can be anything for anybody. In the past eight years, we trained everything from Lawyers, Doctorates, Masters degrees, all the way to GEDs. The magic part is that it had nothing to do with who prevailed. After 3000 placements into auto sales, the most prominent trait I notice for long-term success is Desire.Read More
"Nothing about this is brain surgery, however it is disciplined. We have a short sales cycle and we are not selling hats and t-shirts, We are selling $20,000, $40,000 , $100,000 merchandise that usually requires a 4 to 7-year financial commitment. "You need to be a PRO!"Read More
I am talking about planning out a specific picture on what you want 2018 to be for whatever personal reason you have to make it so. No plan and you are just hoping. Let’s get in front of the effort this year and then execute that planned effort on a daily basis so you understand what it feels like to leave the store at night beating on your chest, howling at the moon, knowing that YOU ARE THE MASTER OF THE UNIVERSE.Read More
2017 is in the history books and we are off to a new race for 2018. If 2017 did not meet your goals and desires for self fulfillment and income, what can be done different this year to move to the next level? Wild success does not happen by accident or just watching the showroom door swing.Read More
Perfect Christmas gift for that Classy Car Sales Person in your life
This all started with a funny tweet my son did that made us all laugh. So we decide to have some fun and make some T-Shirts.
Available for $15 bucks for 1 and $35 bucks for 2 (Kidding) for anyone that wants to show their pride and #endthestigma.
We have sizes available from XS to 3XL for that real successful car sales person.
I raised my kids to be CIA Assassins (great benefits) but, to my frustration the two oldest gravitated toward account sales. The oldest graduated first in her class from AT&T Sales Training in Atlanta, Ga and the other is currently in the Summit Training program at IBM. So far, he achieved one "Top Gun" award and I expect he will receive more. This great training, combined with my CIA Assassin training, means we may have a hard time finding the body of the number two guy.Read More
Bet on yourself for a real chance. Become self reliant and take responsibility for your own pay. Generate the self respect that means never ever again will anyone but you decide who you are and what you are worth..Read More
Your attitude is contagious. So have the attitude that you are worth what you are asking the customer to pay. After all, you are the most important person in the entire industry. It does not matter what the manufacturer comes up with - the moment of truth is going to be what happens when YOU go out and sell one car, one customer at a time.Read More
In my career I have only personally known 8 or 9 great closers. I loved studying their personalities. They came from all walks of life, education levels, and economic circumstances. They excelled making great money working in the same store and out of the same inventory as other salespeople making much less. Some closers had a technique that lacked finesse, but they still managed to close. Attitude, determination and delivery trumped technique.Read More