Posts Tagged ‘sellchology’
Adapt or Die – Surviving the Technology Storm to Come!
If you’re a dealer who didn’t get to go to the Digital Dealer Conference, I want to warn you. I also want to offer some insights and questions you must ask yourself to survive a storm that’s coming. After your first conference like Digital Dealer, you probably walk away feeling a little overwhelmed and also…
Read More7 Guidelines for Selecting Sales Training Programs
Are you a dealer or manager who is considering providing outside sales training for your team? Here are 7 helpful ideas on how to choose the right trainer and the right program for your dealership. 1. Know your desired outcome. What is the end goal you hope to accomplish? Is it motivation, development of certain skills,…
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 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…
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…
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