If we helped customers 'buy' rather than current sales tactics 'selling' them, could our sales actually rise? You bet!

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Comment by NANCY SIMMONS on March 29, 2012 at 4:49pm

I like "Smart Buying" vs. "Stupid Selling"!  I am buying what you are sharing here Tom....expert advice with a sensible approach, promoting profitability via relationship management!  Thanks so much for this informative and well presented piece!

Comment by Tom Wiegand on March 29, 2012 at 4:46pm

Hey Craig, I believe it was around 17/18 years ago when you were GSM of the Ford store in your area and I presented to you the concept of a "Family Transportation Center" indoors at your facility.  Remember?  As an expert Poker player knowing when to hold 'em, you went ALL-IN with your chips into this "Synergy" campaign, and your customers loved it.  You put banners up, promoted it, and they came and bought!  We've been talking "Synergy" a long time, my friend!   I miss my old Dealer friend, Roy Chapman!  We played tennis together once a week when we were both quite a bit younger!

Comment by Tom Wiegand on March 29, 2012 at 4:29pm

Thanks Craig.  We've been in the habit for many years of helping each others business, and actually helping each other grow as Brothers-In-Christ friends.  I truly appreciate you! 

Comment by Tom Wiegand on March 29, 2012 at 4:26pm

Exactly, Ernie!  As our industry evolves over the next year or so, to where the real "Doers" in the business experience their retention soaring, all of those up the ranks will get those AH HAH moments, resulting in their light bulbs upstairs fully illuminated, and a true conversion to 1TeamSynergy occurs.  Exciting times for our industry ahead, my friend.  Agree?

Comment by Ernie Kasprowicz on March 29, 2012 at 3:52pm

This is interesting Tom, Of the members who voted, over 55% of vendors and trainers say the RELATIONSHIP with the dealer is the most important thing when doing business together.  This was taken directly from the survey on Dealer Elite and can be applied to retail sales.  I imagine your question would be; why not 100%?

Comment by Craig Lockerd on March 29, 2012 at 3:44pm

Your advice helps my business so much....Thanks Tom!

Comment by Tom Wiegand on March 29, 2012 at 3:40pm

Thank you Troy.  Thank you David!  I appreciate both of you! 

Comment by David Johnson on March 29, 2012 at 3:33pm

As always, you give some amazing advice in the video Tom. Well said my friend, well said!

Comment by Troy Spring on March 29, 2012 at 2:55pm

Well said Tom.

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