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To pause or not to pause?
Mastering the art of pausing can be a powerful tool in the sales process. There is however, a time to pause, and a time not to pause. A time to pause… The pause can be used most effectively by a sales person after they ask a client a question. Obviously, the idea behind asking any questi ...
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 ...
Presentation Overload - Talking our way out of a sale
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 po ...
Service Advisors are (sales) People Too!
Service Advisors are (sales) People Too! Dealership's upper management most often come up through the sales side of the business. It isn't surprising then that sometime we see a lack of appreciation, understanding, and attention to the service advisor role. In terms of customer contact and gr ...
Taking a closer look - Lessons from the Vision Care Store
Ever notice salespeople and sales processes when you are away from the dealership just being a regular consumer of products and services? Maybe it's because we are in the training business, but we are always hypersensitive to the good and bad in other businesses salespeople and processes. You ...