Delve into 2012! Let's define productivity, and find ways to improve! The only way to improve any aspect of your day is to dig in and examine the little details surrounding the big picture. I hope…Continue
Here are the questions and real comments from GM showing how they graded our email and phone calls this past month during one of GM's mystery shops. This is a real critque form titled "Sales Mystery Shop - Internet Inquiry" (once at the form, scroll to the bottom to see the left to right scroll bar) completed by GM on our performance for one of our lead management clients. I apologize to DealerElite for sharing this link…Continue
Neil Rackham, author of Spin Selling, blows traditional thinking about features and benefits out of the room when he introduces us to the term “advantages.” Everyone has heard of the first two, but I love what happens to the sales process when the term advantage is infused into the equation. As with all points in Spin Selling, Neil clearly defines the word advantage and provides research to define its effectiveness in the sales process.
Calling internet consumers and asking for a meeting which involves them driving to you verses your competition is tricky business. There is a time to ask just the right question. Almost as important is how you phrase the question. Based on our experience at Auto iLead and in…