Posts Tagged ‘Psychology’

7 Skills of Highly Effective General Managers

“I’ve been a GM for a few years now but feel like I’m struggling. Why can’t I get my people to do the things I need them to do?” “I’m a dealer and need to hire a good GM. What should I look for in candidates?” “I want to be a GM someday. What do…

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Experience Sellchology at NADA 2018

I’m very excited to share Sellchology strategies at the 2018 NADA Convention in Las Vegas! I’ll be speaking six times on three different topics and would be honored for you to attend one of my sessions. My presentations will offer fresh and practical ideas for dealers and managers to improve their marketing, management and hiring…

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Non-monetary Motivation – Rewarding Your Team Beyond Pay Plans

“How can I motivate my salespeople?” It’s a common question I get from management teams when I do training sessions at their dealership. After spending countless hours coaching automotive leadership teams, I’ve observed these 2 sad facts about our industry: Managers do NOT understand that people are motivated by different things Managers overestimate the value…

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Experience Sellchology at NADA 2017

I’m very excited to share Sellchology strategies at the 2017 NADA Convention in New Orleans! I’ll be speaking 5 times and would be honored for you to attend one of my sessions. My presentations will be rich with unique, practical and low cost ideas for dealers and managers to improve their marketing and hiring practices. Topic…

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“I Want More for My Trade!” What to Say Next …

How often do you give a customer a fair market value for their trade-in, only for them to come back with a counter offer that’s much higher? What do you do when they just want more? I’ll share the typical responses that I believe are not effective. And then I’ll teach you a close that will help you…

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Educational Selling with Credit-Challenged Buyers

“Anything more than 3% and I’m being taken advantage of!” This is what a recent customer (I’ll call him Tony) said to me while I was working on the show floor with a dealer client of mine. Tony wanted to know if we can get him approved on the car he wants and with a…

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Why 90% of Salespeople Have Never Done a Demo Drive

I recently purchased a new car. The process of going around several dealerships and test driving various brands reminded me of how crucial this step is in the selling process. Yet, very few salespeople did it correctly. In fact, I am going to make this bold statement: 90% of salespeople have never done a demo…

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