Posts Tagged ‘salesman’
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…
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…
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…
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