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 Shelving the price issue
...you – YET!"
So should we be that helpful salesperson and engage in price discussions on the lot? Yes to the helpful part but no to the price discussion. We really don't serve the best interest...
- I just want to think about it
...'s point of view. It's a big decision involving a lot of money. Is it so unreasonable that they woul...alue that you're not happy with?"
Remember that many of the things our customers say that we call ...
- Let them know what's coming
...njoy their experience at XYZ Motors and give them a quick summary of what will happen like: "we ask lots of questions so that we really understand what is important to you", "we look at vehicles toget...
- 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 o...
- Now Commitment
...ed then you would summarize like this: “So, what you’re suggesting is that providing my manager can make the figures agreeable and you’re happy with them, you’ll own and take d...
- Who ya gonna call?
...he higher your closing ratio goes. More sales, nicer people, and less brain damage.
Sound like a lot of work? It does require discipline but even with a database of 1620 it is still less than 6 cal...
- Are you on the phone? Why not!
...serve without generating traffic of your own. You have to get good at using the phone.
Why do so many salespeople have such an aversion to the phone? The light bulb came on for us about 3 years ago...
- Clients for life
...ding service to your clients? 2. Do you have an objective that they buy not just once from you but many times over their lifetime?
Most of us would answer yes to both questions - but do we really w...
- Boss! That's my customer!
...car – 4 years ago. He storms into the sales manager's office and says: "hey boss, Charley scoo...
If you are thinking "wow that sure would take a lot of time and effort" then think about this:
...
- Building your own business
It really is shocking how many sales consultants we run into at dealerships who have 5,10,15 years experience in the business yet still get the bulk of their opportunities from floor traffic.
I...
- You get paid to talk... so talk to someone who can pay you
...g your attitude down by being a part of these conversations will not sell you more cars. We've seen many dealerships implement a "no-negs" policy. This is where everyone has permission to say: "no-neg...
- Unapplied Time - In the sales department?
...eable to a job is recorded and monitored. Service managers are highly focused on reducing this unapp...urs a month!Sure we are expected to help out with lot maintenance and odd jobs that the sales manage...
- Take that ojection away!
...f someone else has a say in the purchase decision. Find out how long they have been shopping or how many dealerships they have shopped. Do a great job in linking product features to their specific per...
- Let Them Know What's Coming!
...njoy their experience at XYZ Motors and give them a quick summary of what will happen like: "we ask lots of questions so that we really understand what is important to you", "we look at vehicles toget...
- Avoiding Sales Objections
...f someone else has a say in the purchase decision. Find out how long they have been shopping or how many dealerships they have shopped. Do a great job in linking product features to their specific per...
- Making NO the right answer
...hat won't stop you from getting your new car will it?
Now this is not to say that you don't ask a lot of open-ended questions in your sales process as well.You couldn't possibly get enough informati...
- 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 wo...the interview process in many cases is we spend a lot of time on the vehicle but not enough on lifes...
- Stop selling and start helping
...brakes, towing capacity, or 15 cup-holders? Sales managers often complain about the product knowledg...re talking on and on they can listen and think of lots of other things: objections, criticism, doubt...
- Ask your way to success
How many features or specifications does the typical new vehicle have today? 50? 100? 150? If y...1; Family, Occupation, Recreation, and Money. Ask lots of good questions in these areas and apply wh...
- Duct Tape - The handyman's secret weapon
...nsition, and Interview. If we do a great job in these early stages the rest of the tape comes off a lot easier after the presentation and demonstration. Peel away!
ISI/PAL Automotivaters is a Canad...
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