Posts Tagged ‘AutoSalesTraining’
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…
Read More10 Post Ideas for Car Salespeople to Increase Social Media Engagement
I follow thousands of salespeople on social media. I’ve noticed that the types of posts they share fall into a very predictable pattern: Buy a car from me Here is a great car for sale I just sold a car and here is a pic/video of my customer Something personal They repeat the cycle over…
Read MoreWhy 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…
Read MoreDo Customers Only Care About the Price?
Do you believe that today’s customer only cares about the price? Do you think that discounting or even losing money on deals is the only way to win a customer? I believe that price alone is not a strong enough motivator of buying, especially as a long-term strategy for a business or individual salesperson. Any…
Read MoreWhy 90% Will Fail at S.A.L.E.S.
The biggest objection salespeople will get in their sales career is not from a customer but from inside themselves. This is why I believe it’s critical for a salesperson to learn life skills in addition to honing their sales skills. I use the word S.A.L.E.S as a memory word for some of the fundamental life…
Read More“Trust me, I’m a car salesman” – How to become an authority
As part of teaching Sellchology – Selling through psychology, I teach salespeople that there are 8 primary influencers of buying behavior. One of those influencers is Higher Authority. Knowing how to positively and effectively use this principle will help sales teams influence customers at a higher level. The principle of Higher Authority is based on…
Read More6 Steps From Idea To Reality: How to Set Goals that Transform Your Business
How often do you set goals? How often do you say you want to sell more cars? Or hold more gross? Or have more leads? Or be a better closer? If you’re like most people, you will not achieve many of your goals. Do you know where YOU get stuck? There are actually 6 steps…
Read MoreHave I Told You Lately That I Love You
Have I told you lately that I love you Have I told you there’s no one else above you You sell your cars with gladness and take away customers’ sadness Ease their troubles, that’s what you do There’s a love that’s divine and it’s yours and it’s mine, selling cars And at the end of…
Read More5 Unique Questions to Ask on the Phone to Get Appointments
When you take a phone call from a potential customer, how confident are you that you can turn this conversation into an appointment? Many sales people do not treat incoming calls as excellent opportunities for prospects. Some even think, “If they were serious about buying, they’d come in instead.” I believe the reason many incoming…
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