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There were 75 articles found for your query: (Page 1 of 4)     «« |  Prev | 1 | 2 | 3 | 4 | Next | »»
  1. To pause or not to pause?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 effective...

  2. Shelving the price issueShelving the price issue
    A common complaint we hear from salespeople goes something like this: "Why is it that practically the first thing out of a new prospect's mouth is a price question? We barely get into introducing...

  3. I just want to think about itI just want to think about it
    Don't you just cringe when you hear those words? Don't they always seem to come after you have spent over an hour with your customers? After you have worked hard to establish common ground, got t...

  4. Let them know what's comingLet them know what's coming
    Many times salespeople find themselves encountering sales resistance from a prospect who just seems to want to get some information and get out of there. They are giving us those reflex objectio...

  5. Don't Try So Hard - Make More SalesDon'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...

  6. Now CommitmentNow Commitment
    More clients will say yes if we ask the right way. If we have done a great job with our prospect and we have already: INTERVIEWED the customer and know their lifestyle, needs and Dominant Buying...

  7. Who ya gonna call?Who ya gonna call?
    Everybody knows that to be successful in sales you have to cultivate relationships with your clients! It's much harder to close a sale with a new walk-in client than it is to work with a repeat o...

  8. Are you on the phone? Why not!Are you on the phone? Why not!
    Even after 20 years of training and consulting in the auto industry we are still surprised by some of the salesperson behaviors that are so counterproductive yet resistant to change. The ineffect...

  9. Clients for lifeClients for life
    Pop Quiz: 1. Do you feel that you give outstanding 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 wo...

  10. Boss! That's my customer!Boss! That's my customer!
    Whose customer is it anyway? The factory and dealership often have very different ideas about who owns the customer but what about salespeople? We see this scenario in dealerships everywhere: ...

  11. Building your own businessBuilding 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...

  12. You get paid to talk... so talk to someone who can pay youYou get paid to talk... so talk to someone who can pay you
    We all want a friendly work environment. Don't we? One where we get along with our team mates and have fun at work. Sure we do. However too often we see a large proportion of a sales consultant's...

  13. Unapplied Time - In the sales department?Unapplied Time - In the sales department?
    Sales department? Isn't unapplied time a measurement of service department productivity? Who ever heard of unapplied time in the sales department? Maybe those of us in the sales departments can...

  14. Take that ojection away!Take that ojection away!
    Take that objection away! We have all heard the sports phrase: “the best defense is a good offence”. It applies equally well when we think of some common objections we get when we ask ...

  15. Let Them Know What's Coming!Let Them Know What's Coming!
    Many times salespeople find themselves encountering sales resistance from a prospect who just seems to want to get some information and get out of there. They are giving us those reflex objections...

  16. Avoiding Sales ObjectionsAvoiding Sales Objections
    We have all heard the sports phrase: “the best defense is a good offence”. It applies equally well when we think of some common objections we get when we ask for the business. Now w...

  17. No Best PricesNo 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 u...

  18. Making NO the right answerMaking 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 Einste...

  19. What do you have in common with your client?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...

  20. Stop selling and start helpingStop 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 w...

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