Arthur Ashe, Muhammed Ali, Elvis Presley and Free Booze
It was 1966. A group of West Point cadets was taking a PE class, volleying tennis balls on the courts in the south east corner of The Plain, opposite the old stone library. A skinny, black second lieutenant moved among them offering words of encouragement…Continue
Qualification and the Needs Analysis
Here is another excerpt from a course I teach to beginning salespeople. I think some sales managers out there might find it useful.
The second step of the sale combines Qualification and Needs Analysis. Taken separately, Needs Analysis assumes a…Continue
I started some advice for Nancy Simmons in another section and it grew into a story I think some of you might find interesting.
Nancy is developing tailored CRM software for a client. I had the opportunity to do the same thing for my own dealership twenty years ago. Here's my advice and story to her:
At the point at which a prospect is willing to identify themselves to a dealership as a prospect they become HOT prospects, all of them. They may be saying I'm not currently in the…Continue