Posts Tagged ‘salesperson’
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 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 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 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…
Read More5 Ingredients of a Brand
You should know by now that you need to brand yourself. For a salesperson, branding simply means doing a few things to separate yourself from all the other sales people in your field and even at your store. How do you start developing a brand? There are 5 basic brand elements or ingredients you could consider…
Read MoreWhy Should You Brand Yourself?
How memorable are you? If you learn how to become unforgettable, there is no limit to your success as a salesperson. Branding is one way to make yourself unforgettable. When I bring up the topic of branding, some people ask, “Why do I have to brand myself? I’m not a business.” Well, my friend, I…
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