In part 1 of this two part series, I shared in general terms the ingredients needed to create a super selling professional. I also hinted at several of the different processes that he or she would need to learn in order to be truly effective. My objective over the next few lines will be to introduce you to four processes that all super salespeople use on a daily basis to build, maintain and manage their businesses as well as impress upon you the importance of making these processes a…

Step Two of the Sale Combines Two Paths

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…

First of all thank you for taking the time to take a look at my post this morning I appreciate it. The BDC experts work with a large number of dealerships all over the world and when I see something that works well I like to share it with the automotive community. I will be doing a more comprehensive post later this week. Here are some tips, which will help you Crush It on Craigslist, or other portals.

Tip One: Use some form of software that enables you to…

Please see below a transcript of the article I wrote for MIM magazine in the UK

Q I heard my Manager stressing the importance of establishing “Needs and Wants”. How can this information be useful?



A When customers are looking for a new vehicle, they have 2 things that need to be satisfied to in order for them to buy a car. These are Needs and Wants. Needs are things/items the car must have, ands Wants are things/items the customer would like their new vehicle to…

           The best investment is absolutely FREE… Yet Priceless!

                                        You owe You!!!

   Let us not forget the reason we entered this “Industry” to begin with!!!

        To “Earn our Worth”  “Control our Destiny” “ Financial Freedom”

  “Gain our Independence” “Change Your Life” …

Hello Everyone....I have an opening for 2 Sales Trainers.  Candidate must have automotive sales training experience, or extensive automoitive management experience. 

If interested please foward a confidential resume to me personally at dlewis@davidlewis.com.

Satisfy Me!

It’s what every customer wants, to be satisfied!  The point became very evident to me one day during a recent business trip. 

On my way to visit a client, I found myself at the Atlanta airport searching for a quick bite to eat.  I jumped in line at a Sbarro, ready to order a slice of pizza.  There were several people in front of me and I noticed things were not moving very quickly.  The pizzeria was staffed with four people, but only one person was…

Have you ever noticed that the type of vehicle that a person buys reflects their character or lifestyle?

People buy certain vehicles for a reason!

People buy pickup trucks for work or play….and maybe a little of both!

People buy minivans mostly because they have children.

People buy sports cars mostly…

Hi All

Please see below a copy of an article I have just written for MIM magazine, the magazine of the Insitute of the Motor Industry in the UK.

 



Q) How can I do a cash conversion?



A) Following from last months cash conversion, here’s another popular technique for those customers whom have been saving a regular amount for some time.



Let’s assume an arbitrary purchase price of £10,000, and the customer has been regularly saving £300 month.…

Sometimes it is not the skills of your people that cause your store’s numbers to flatline.  Sometimes your BDC is fledgling, not because their phone scripts are poor or that the technology is weak, but for the fact that they just don’t see the full impact  their role plays in the organization.

When I train a dealership on-site, the first thing I do is impress upon their BDC and Internet Managers that their daily duties are greater than the tasks built out for them in the…