Everybody has thier own ideas about the proper way to handle phone pops and internet leads. That's not what this discussion is about. I've been noticing that the majority of dealer web sites are NOT…Continue
The following is one list of some characteristics common to all great managers. They are Great Communicators.Communicating is not just making sure you're understood but also listening and making sure…Continue
I collect vintage sales training materials and included among the items I've collected are many of the old phongraph record and filmstrip materials.
I was looking through some of these the other day and found one that the box it should from Chevrolet in had never been opened and that got me to thinking.
I have found there is resistance by dealers and dealership managers to spending money on training. It is understandable when much of the time the materials are…Continue
“Tested Sentence That Sells”
This and future postings on the topic are not about philosophies or basic business principles but about those concrete words to say in customer interactions that greatly enhance the likelihood of closing a deal.
I’ll be sharing with you “Tested Sentences” that have been proven to be the most effective in getting us in auto sales into the fast lane on the road to a sale, and when…Continue
I just joined the Book of the Week Club here on dealerelite. There are only 5 members. Well, 6, now that I've joined. I noticed a couple of things.
This site is populated by members that virtually all promote continuing education for others and presumably believe the same holds true for ourselves. Apparently not when it comes to the Book of the Week Club. Todd Des Marais has done us all a service by attempting to start a group where members could recommend relevant materials…Continue
Human nature doesn’t believe a penny saved is the same as a penny earned. That is one of the reasons why the field of sales is preferable to other fields. The real worth of a salesperson is sure to be appreciated and adequately rewarded. No other employee can raise their own pay. If we are not succeeding, the fault is not with the field, but with us as sales people.
Salesmanship is the art of selling. Many people believe a successful salesperson is born, not made, that they succeed…Continue