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Interview

Interview for an "inner view"

There were 11 articles found in this category:

Don't Sound Pushy - Use a Buffer!
In order to do our jobs well, professional salespeople need to ask a lot of questions. The interview process is where we really provide value to our client. Only through our questions can we get their needs and desires out on the table. Our questions help them to articulate what they don't li ...
Don't Try So Hard - Make More Sales
Here's one thing you can do that will guarantee poor sales performance: try really hard to get the sale. Yes, you heard right. Try really hard to get the sale and you will decrease your chances of getting the sale. Here is the explanation: When sales people try too hard to get the sale – ...
No Best Prices
It's a nice philosophy, but what does it mean in practice? When we say "no best prices" we mean that it is a serious mistake to respond with a discounted price when a prospect phones in or asks us a price question the moment they arrive at the dealership. Why is this a serious mistake? Well, un ...
Interviews on the Yard? Are you Crazy?
It is surprising when we see even experienced salespeople follow a prospect around the yard looking at all of the inventory and trying to interview the client on the run. That's crazy! It wastes the client's time and we fail to take a leadership position in the relationship. Leadership or "sof ...
Do your Interview questions make them think?
We have always said that the number one job of a salesperson is selection. Making the best vehicle selection can be complicated. The customer can make a selection but is it the best one? The best selection marries their needs, habits, desires, and changes in lifestyle to a vehicle with the righ ...
Duct Tape - The handyman's secret weapon
At one time or another practically everyone has used that ubiquitous grey tape. It has a million uses but here's a new one for you. As you are walking up to greet your next customer imagine a strip of duct tape stuck firmly to their forehead. Written on that piece of tape in black letters are t ...
Interview Sheet
Scroll down to the PDF Download found at the bottom of this page.
Ask your way to success
How many features or specifications does the typical new vehicle have today? 50? 100? 150? If you are talking about all of them in your product presentation you're talking way too much! Out of the potential 100 things you could point out in your presentation, how many really matter to an indivi ...
Stop selling and start helping
What makes a good sales presentation? Many salespeople get the idea that if they are able to dump everything they know about the product onto the customer they have made a good presentation. If we have good product knowledge, are able to keep control of the conversation, and give them every pos ...
What do you have in common with your client?
Have you ever been asked by your sales manager when you walked into their office with a deal worksheet: "What do you have in common with these people?" It is a great question that a sales manager could ask you about the people you are trying to sell a car to. Does thinking about what your answe ...
Making NO the right answer
Have you ever noticed how easy it is for people in a retail setting to say no? It's defensive shopping behavior that is almost automatic! So right now you're thinking brilliant observation Einstein… tell me something I don't know.Well the number of times you ask a question and get a NO re ...