Jeff Cowan's Blog (92)

Success in Professional Sales Podcast: Episode 25- Never Stop Dating Your Customers

This week, Jeff discusses a golden sales rule: never stop dating your customers! By "dating", you are staying loyal, engaged, building rapport, and showing expert salesmanship. Some simple ways include writing a handwritten thank you note, making a phone call just because, or grabbing a small gift simply because you appreciate their business. No up-selling or advertising! Simply dating your customers, because when you stop, someone else will! Copyright 2018 Wm Jeff Cowan

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Added by Jeff Cowan on April 24, 2018 at 12:00pm — No Comments

Write Service Podcast: Episode 25- Key to Making an Extra 5-10% Income

This week, Jeff discusses the key to making an extra 5-10% income: having a strong follow-up program! Don't allow yourself or your process to become automated, don't rely on one approach for everyone, and always remember that NOTHING exceeds personal contact between you and your customer. With just five steps, you'll see higher retention, higher sales, and higher survey scores! Copyright 2018 Wm Jeff Cowan

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Added by Jeff Cowan on April 19, 2018 at 12:00pm — No Comments

Success in Professional Sales Podcast: Episode 24- Four Reasons Why Sales Might Not Be For You...

Have you wanted to be in sales but you're not sure if it's the right fit? Sales is rewarding, challenging, and fast-pace, but it also is not for everyone! Stay tuned to hear the four points that will help you determine if this role is meant for you. Copyright 2018 Wm Jeff Cowan

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Added by Jeff Cowan on April 17, 2018 at 12:00pm — No Comments

Write Service Podcast: Episode 24- Pay Attention to Detail

This week, Jeff discusses another common mistake that service advisors make: not paying attention to detail! This point falls in line with following the process, ensuring accuracy every time, and not skipping any steps. Whether you make a written list of details, keep a manual handy, or refresh your memory every day before you step on the drive, it's imperative that you actively pay attention to detail. Copyright 2018 Wm Jeff Cowan

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Added by Jeff Cowan on April 12, 2018 at 12:00pm — No Comments

Success in Professional Sales Podcast: Episode 23- Getting Out of a Sales Slump

This week, Jeff discusses the dreaded, yet inevitable, sales slump. We are all guilty of falling into it for one reason or another, every once in a while. With 4 simple tips, you can overcome it! Failure as a teacher, readjusting aspects rather than "fail and repeat", and knowing you are never far from success are a few snippets of what this episode covers! Copyright 2018 Wm Jeff Cowan

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Added by Jeff Cowan on April 10, 2018 at 12:00pm — No Comments

Write Service Podcast: Episode 23- Don't Coupon Yourself Out of Business!

This week, Jeff covers two more mistakes that service advisors make: They avoid the low mileage customers and they misuse coupons! First, low mileage customers are sometimes the best customers in the long run, simply due to your rapport, honesty, and integrity as their salesperson! Second, don't make the mistake of couponing yourself out of business! Stay tuned to hear Jeff's thoughts and tips regarding these two mistakes. Copyright 2018 Wm Jeff Cowan…

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Added by Jeff Cowan on April 5, 2018 at 12:00pm — No Comments

Success in Professional Sales Podcast: Episode 22- Vacation Blues

Have you ever found yourself with low energy during an important presentation or big sales day? This week, Jeff discusses the impact of vacation blues, holiday blues, or convention blues. He gives tips for keeping your best foot forward: don't over drink to celebrate a sale, eat right, sleep, and a few more "no-brainers"! Take these tips serious to maximize your return and time away from the office. Copyright 2018 Wm Jeff Cowan…

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Added by Jeff Cowan on April 3, 2018 at 12:00pm — No Comments

EXCLUSIVE New Book Release: "What I've Learned From Attending Over 35 Indy 500's"-

Every May, thousands descend upon the Indianapolis Motor Speedway to watch and be part of the “Greatest Spectacle in Racing”, the Indy 500.  Millions more watch on television from around the world. All know that Indy is the biggest single day sporting event in the world, but what many do not know is that it is also a college and an institution of higher learning. For just one day a year, by attending this event, you can get a lifetime of knowledge that will take the average student years to…

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Added by Jeff Cowan on April 2, 2018 at 3:16pm — No Comments

Write Service Podcast: Episode 22- The Next Visit Technique

This week, Jeff visits yet another common mistake that service advisors make: not asking for future business! Future business requires the advisor to not only sell the service, but also sell themselves! The most effective way to do this is by using the proven techniques: The Next Visit and The Proactive Next Visit. Both word tracks will secure you more future business than you can imagine! Copyright 2018 Wm Jeff Cowan…

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Added by Jeff Cowan on March 29, 2018 at 12:00pm — No Comments

Success in Professional Sales Podcast: Episode 21- 3 Reasons Why People Don't Buy

This week, Jeff discusses a familiar topic to many of us: Why customers won't buy! We've all had great presentations, closes, and product value, so why don't we get the sale every time? Is it because your product is unnoticed, your presentation doesn't showcase the value or brand, the product isn't current enough, or you simply don't know where to start? Stay tuned to find out the top three reasons why people don't buy. Copyright 2018 Wm Jeff Cowan…

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Added by Jeff Cowan on March 27, 2018 at 12:00pm — No Comments

Write Service Podcast: Episode 21- YOU Owe It to Yourself!

This week, Jeff discusses arguably the biggest mistake advisors make- not giving it their all! Are you part of the 80% that goes to work, waves behind the desk, doesn't walk around every car, or simply has your lazy days? This message is for you! Dealers, managers, principals, advisors, this message will hit home for you and your staff. Listen in for an inspiring yet motivating "wake up call" that everyone in the service industry can learn from! Copyright 2018 Wm Jeff Cowan…

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Added by Jeff Cowan on March 22, 2018 at 12:00pm — No Comments

Success in Professional Sales Podcast: Episode 20- Ensure Your Success

This week, Jeff discusses how to ensure your success within your professional sales career. The key is to surround yourself with 4 types of people: models, mentors, partners, and friends. Tune in to see how each type of support can benefit you and help you maximize your potential! Copyright 2018 Wm Jeff Cowan

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Added by Jeff Cowan on March 20, 2018 at 12:00pm — No Comments

Write Service Podcast: Episode 20- Follow the Process!

This week, Jeff continues with another common mistake that service advisors make- not following the processes! Whether they are implemented by your manager or your dealership, they are there for a reason! Don't be lazy, follow the process, and maximize your potential on the service drive! Copyright 2018 Wm. Jeff Cowan

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Added by Jeff Cowan on March 15, 2018 at 12:00pm — No Comments

Success in Professional Sales Podcast: Episode 19- The "Alternative Choice" Close

This week, Jeff discusses a close that delivers an 80% or above closing ratio: The Alternative Choice close! The secret to this close is to make sure the choice is between buying or buying. Tune in to hear the exact approach and word track! Copyright 2018 Wm Jeff Cowan

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Added by Jeff Cowan on March 13, 2018 at 12:00pm — No Comments

Write Service Podcast: Episode 19- Manage Your Success

This week, Jeff discusses another common mistake that service advisors make: not being prepared! When you manage your success using the sales worksheet, you become more prepared for the day ahead! Tune in for the proven process to manage success, prepare for your day, and plan for the maximum amount of opportunity on your service drive.

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Added by Jeff Cowan on March 8, 2018 at 12:00pm — No Comments

Success in Professional Sales Podcast: Episode 18- The "Are You Sure?" Close

This week, Jeff discusses how to overcome the very first objection when your customer simply says "no". When customers don't give a reason for saying "no", overcoming the objection can quickly become the hardest part of the sale. Using the "Are You Sure?" close will work over 40% of the time! Try it out and let us know how it works for you! Copyright 2018 Wm. Jeff Cowan

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Added by Jeff Cowan on March 6, 2018 at 12:00pm — No Comments

Episode 18- Write Service Podcast: The Most Common Mistakes Service Advisors Make

This week marks the start of a new series! Jeff is discussing the most common mistakes that service advisors make. Over the next few weeks, he will discuss how to prevent those mistakes, why they can hurt your career, and how to combat them in order to maximize your success! Copyright 2018 Wm Jeff Cowan

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Also available on iTunes, Stitcher, and GooglePlay. Please RATE and…

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Added by Jeff Cowan on March 1, 2018 at 12:00pm — No Comments

Episode 17- Success in Professional Sales Podcast: 7 Steps to Self Discipline

This week, Jeff discusses how tough it can be to say no to that movie night or that football game with friends, and replace it with training or preparing for your sales career. From personal stories to key steps, Jeff will show you how to stay focused and discipline yourself so you can live the life you deserve! Copyright 2018 Wm Jeff Cowan.

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Added by Jeff Cowan on February 27, 2018 at 12:00pm — No Comments

Episode 16- Success in Sales and Life Podcast: Don't Take Your Eye off the Ball!

Why do so many salespeople lose the deal in the final steps? They take their eye off the ball! This week, Jeff discusses the impact of counting a sale or a deal before it's signed and collected. He also gives a sneak peak of his upcoming book “What I’ve Learned About Sales, Motivation, Leadership, Management, and Life in General from Watching & Attending over 35 Indy 500’s”! Copyright 2018 Wm. Jeff Cowan

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Added by Jeff Cowan on February 20, 2018 at 12:00pm — No Comments

Episode 16- Write Service Podcast: The No Rush System

What is the best way to implement training to your team? Simple; The No-Rush System! This week, Jeff discusses how to implement training without rushing through it. Training is not something you DID, training is something you DO! This episode is a must watch for managers and dealers looking to implement training in the most effective and proven way.

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Added by Jeff Cowan on February 15, 2018 at 12:00pm — No Comments

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In comparison to most African nations, South Africa is a flourishing car rental market as several major…

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Technician Certifications Matter

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ELEAD1ONE Releases Free eBook: The Auto Dealer’s Guide to Digital Retailing

Posted by Bill Wittenmyer on April 24, 2018 at 12:48pm 0 Comments

Atlanta, GA – April 24, 2018 – ELEAD1ONE today released a free eBook called “The Auto Dealer’s Guide to Digital Retailing.” Designed to be a resource for dealers, the eBook presents an…

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Success in Professional Sales Podcast: Episode 25- Never Stop Dating Your Customers

Posted by Jeff Cowan on April 24, 2018 at 12:00pm 0 Comments

This week, Jeff discusses a golden sales rule: never stop dating your customers! By "dating", you are staying loyal, engaged, building rapport, and showing expert salesmanship. Some simple ways include writing a handwritten thank you note, making…

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