Mark Tewart's Blog – April 2013 Archive (11)

Automotive Sales Training - Negotiate Like a Professional

Negotiating can be done in a professional manner that can increase customer satisfaction while helping to protect both parties’ interests.

 

Let’s first look at some of the problems that give negotiating a bad name and then look at the solutions. A lack of training in negotiating in the automotive industry has put sales people at a disadvantage. Usually, a sales person is taught how to negotiate in a learn-as-you-go method. Although all learning must be accomplished by doing,…

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Added by Mark Tewart on April 26, 2013 at 12:30pm — 2 Comments

Automotive Sales Training - Can I Trust You

When you have a first encounter with a customer, they are usually wondering one simple question. Can I trust you?

 

There are three stages of buying:

1. Character and Trust

2. Emotion

3. Logic

 

I don’t know that one stage is more important than the other but I do know that the trust stage usually happens first. When you build a house and the foundation is weak, no matter how nice a house you build it comes crumbling down…

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Added by Mark Tewart on April 24, 2013 at 9:30am — No Comments

Automotive Sales Training - Fake It Till You Make It

You are who you decide to be at any given moment. It does not take money, a degree, a certain age, a certain appearance, tons of experience, knowing the right people, past success or any other qualifying factor that you may be currently using as a subconscious roadblock to your desired success. Your belief system creates your results both past and present. If your current belief system is not what it should be to support your success, you must fake it, till you make it.

 

If…

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Added by Mark Tewart on April 22, 2013 at 12:00pm — 10 Comments

Automotive Sales Training - Explode Your Sales Success

In the last several years, I have had a revelation about the art and science of sales. The answer to sales success is within all of us. The answer is simple but the key to unlock the answer is elusive.

 

If you were to go back to the late 1800s, the first formal sales training provided by the likes of J. Edward Douglas and others, you will find teaching geared toward techniques — tie-downs, inverted tie-downs, etc. For more than a century now, sales people have been trained…

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Added by Mark Tewart on April 16, 2013 at 9:30am — No Comments

Automotive Sales Training - The Powerful Sales Person

Customers don’t buy vehicles, and sales people don’t sell vehicles. Customers buy solutions to problems they can feel emotionally. Sales people are the conduit that helps customers discover those emotional solutions.

 

People buy from people. Customers generally do business with people they like and trust. Your customers don’t walk out of your dealership telling you that they bought from you because you are a jerk. Customers can get vehicles anywhere. Most of you are not…

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Added by Mark Tewart on April 15, 2013 at 1:05pm — 2 Comments

Automotive Sales Training - Lead Generation = Dollar Creation

All businesses are built on two areas of competency – people skills and marketing skills. Many sales people who are more than adequate in their sales and people skills are struggling today. The reason is most sales people lack enough opportunities with customers. Lead generation = dollar creation

 

As a sales person you are in business for yourself. Having a mentality of being the CEO of your company is crucial to developing your business. The dealership signs your check, and…

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Added by Mark Tewart on April 12, 2013 at 1:53pm — 3 Comments

Automotive Sales Training - The Power of Action

I was recently invited to be a guest lecturer for an entrepreneur class at the University ofCincinnati. In the question-and-answer portion of the program, the professor asked me to sum up what I felt was the most important message I could stress to the class. My reply was one word – ACTION.

 

At a sales seminar I was giving, I was going over low- to no-cost marketing strategies designed to increase leads for sales people. At the first break after the marketing section, one of…

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Added by Mark Tewart on April 11, 2013 at 10:34am — No Comments

Automotive Sales Training - The Champion Coach

Great managers view themselves as coaches more than managers. There is an old adage: “Lead people and manage things.” There is a fine line between creating and utilizing systems and processes and micromanaging details without emphasizing the power of personal interaction.

 

Good systems and processes should allow employees to raise their performance by giving them confidence in their direction and lessening the burden of the manager and coach from having to constantly inform…

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Added by Mark Tewart on April 10, 2013 at 11:04am — No Comments

Automotive Sales Training - Building Your Business

Have you made the commitment that automotive sales is your career choice? Unless you commit, it’s impossible that you will take the necessary steps to create the business you desire. Long-term thinking in addition to short-term goals are keys to continued success.

 

When you first enter into a sales position, 80 percent of your time is spent acquiring customers and 20 percent of your time is spent maintaining those customers. Eventually, with the right efforts, that model…

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Added by Mark Tewart on April 8, 2013 at 12:27pm — No Comments

Automotive Sales Training - Phone Dynamics

The first step in advancing the productivity of your staff in using the phones is a better understanding in the importance that the telephone can play and how it affects your business. Often a lack of the right attitude is displayed in the treatment towards the receptionist position. The receptionist is usually hired without any guidelines that would be used to hire for an important position. In your dealership do you have personality profiles, set interview questions and guidelines to hire…

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Added by Mark Tewart on April 5, 2013 at 10:19am — 1 Comment

Automotive Sales Training - You Are The CEO

Are you the CEO of your company? If you’re a sales person, and you answered no to this question, think again. To be successful you must have a CEO mentality. All successful sales people view themselves as a business within a business. Never forget that the company you work for writes and signs your check, but you fill in the numbers. Always take responsibility for everything. You are the CEO.

 

What does a CEO do?

First of all, a CEO designs a marketing…

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Added by Mark Tewart on April 3, 2013 at 1:34pm — No Comments

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