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 Interviews on the Yard? Are you Crazy?
...r you? Who knows what information is needed to make the best product selection in a time effective manner - them or you? Who knows the best test drive routes to show off the features of the vehicle ...
- 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 t...
- Presentation Overload - Talking our way out of a sale
...brakes, towing capacity, or 15 cup-holders? Sales managers often complain about the product knowledg...past the sale is to load your presentation with a lot of car jargon. We get very comfortable in the ...
- Service Advisors are (sales) People Too!
...sors are (sales) People Too! Dealership's upper management most often come up through the sales si...sten in at the service counter and you may hear a lot of technical terms and names for services bein...
- Perspiration but no Demonstration?
... drive of the vehicle is the crucial step where mental ownership really takes off. So why do we see many sales consultants taking a casual approach to the quality of their demo drive or even worse; sa...
- Demonstration Part 2
...ition from Presentation to Demonstration is where many sales consultants fail to progress with their...ontrols may be unfamiliar to the customer and the lot is typically a congested place. When you drive...
- Un-training. How to combat the deterioration of sales skills
... team has experience – they don’t need more training!
Over the years we have seen many automotive dealerships fall into the trap of viewing training or skill development as an event ...
- Sales Management Monthly Critical Dates Calendar
...er filled out. Less is a more, shorter meeting, not house keeping, focused on skills. All available management will attend when ever possible. This more participation in the meetings right to the top ...
- Dealership Sales System Essentials
...ecruitment and Hiring of a Sales TEAM.
1. Detailed job descriptions clearly define the Performance Standards around each of the activities in the Sales Process.
2. Sales professionals ar...
- The Most Expensive Training in the World!
...: "my team has experience – they don’t need more training!" Over the years we have seen many automotive dealerships fall into the trap of viewing training or skill development as an event ...
- Sales Meeting Agenda Template
... common challenge is my sales team having with our clients.”
· Review performance data. Is there a common trend?
· Observation of dealership activities
&midd...
- How a sales manager should start their day
...or Sales Managers the key components of good time management to start the day and conduct One-on- On... · Have your coffee and walk the lot. Ditch the scratch pad and use a mini recorder...
- Definitions for Consistent PAL or SalesSmart Data
PAL Book and SalesSmart Traffic Management Definitions
To provide clarity to all users and maximize the usefulness of the data please utilize the following definitions.
Opp...
- Personal Accountability
... industry is that we have a vast amount of industry information that is available. A dealership or manufacturer has their own market performance data (and all their competitors) at their fingertips. ...
- What is 1% worth?
... is zero! The professional sales process contains many small steps where less than 100% execution im...rview at my desk or did the customer lead me on a lot walk?
Did I get a complete understanding of ...
- I hate setting goals
I don't know how many sales and management related magazines, newsletters, and e-zines you subscribe to but if you are a sales professional I'm betting it is 4 or more. Every year at this time t...
- What's your winning edge?
...sells 10?
Studies have shown that intelligence only accounts for 25% of differences in job performance. We think the other 75% is skills, attitudes, and work ethic. In training and coaching automot...
- Just be a little bit better
...re about car salespeople are deserved. There are lots of truly exceptional sales professionals. We ...ou are one of them. Unfortunately there are still many unprofessional people selling today that are ...
- Happy New Year?
...ically will you have to change, or do better this year that will allow you to hit your goals?
How many new clients would you like to get this year?
How will you attract new clients?
What will yo...
- Lessons from the huddle
...you can size-up a prospect all the way across the lot and tell if they are a buyer or not.
Pretty ...about the wife in a couple. It's always been the man who makes all the car buying decisions.
Don'...
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