Posts Tagged ‘Psychology’
13 Strategies to Increase Sales and Build Your Business by Using Your Smartphone
Many salespeople underestimate the power of a device they have in their pocket to help them build their book of business. This device could help them create sales, follow-up with customers, and create raving fans! I’m talking about your smartphone, and I’ll give you 13 strategies to use it: Walk fast, look busy, be a…
Read More7 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…
Read MoreExperience 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…
Read MoreSelling After Surviving the Storm – How to Serve Your Community and Still Sell Cars
Dealerships in disaster areas are asking this question: “How can my team follow-up with customers after a disaster without coming across as callous?” Here are my suggestions and advice. Business will continue and cars will be sold. However, if you are in an area that’s been affected by recent disasters, calling about a “new car”…
Read MoreNon-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 MoreExperience 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…
Read More“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…
Read MoreOnline Guides vs. Appraised Value – The art of fighting without fighting
“Kelley Blue Book is the Bible and you’re a liar!” What is your strategy when a customer is quoting a popular automotive online guide and not “buying” your trade value? In this article I will summarize some of the responses I’ve seen salespeople try that I believe are not effective. I will then describe one…
Read MoreDon’t Sit Down! 6 Reasons to Change How You Do Your Investigation
When you meet a new customer on the lot, where do you start your investigation process? I believe there is one best place to do it. But before I share what it is and why it’s the best, look at these typical places and pick the one where you usually start your investigation process: Out…
Read MoreEducational 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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