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Creating Urgency

Sales managers are always talking about it like you're supposed to be able to wave a magic wand and get people to buy on command. I remember a situation early in my sales career when we were having a particularly slow month. The manager came along gave us a rah-rah speech and told us we needed to "create urgency with our buyers" and "get them to buy now!" I remember thinking to myself that if I had the ability to make people buy on command we wouldn't be in the sales slump we were in!

Serving Others

People naturally seem to slow down at this time of year and take a moment to reflect on what is important in life. With that in mind consider what a privilege it is to live where we do with all of the wealth and opportunity that is afforded us each and every day. Despite all of the challenges - perceived or real - we still live in a part of the world where, generally speaking, one is rewarded for working hard. You can choose to enhance your skill set and affect not only your own well being, but that of your clients.

Building value for the highly informed shopper - Part 2

We have talked about how our typical shopper is now spending 11+ hours of online research before we ever see or hear from them. If they have done a lot of research and landed at your place we need to respect that hard work that they have already done - not disregard it and try to force them into our traditional buying process. Last month we talked about how this can allow us to accelerate the interview process. Our focus becomes confirming that the selection they have made meets their needs rather than interviewing to discover their needs so we can select the vehicle.

Building value for the highly informed shopper

We have always said that the number one job of the salesperson is "Selection". By this, we mean that everything we do with the client or for the client is designed to help them get the best vehicle choice for their specific situation. That's why in training we focus so much time and effort in developing strong Interview skills. When we are skilled at asking the best questions we can understand: the client's needs, lifestyle, what's changed, and what is it about their current vehicle that no longer fits for them.

Making "No" the right answer

Have you ever noticed how easy it is for people to say No in a shopping situation? It's almost automatic!  Of course it is just natural shopping behaviour that comes from their fears. They fear meeting an un-professional or pushy salesperson, fear making the wrong decision, and fear paying too much.

It's like they arrive at the dealership with their quiver filed with “Nos” just ready for the questions they expect to hear. If you ask those questions then they will give you a predictable response - a NO.

Anticipation - Part 2

Here's the rest of the story to the one we shared in April last year. Remember this?

We always talk about client follow-up as the key to the next sale. Anticipating client needs before they happen or being top of mind when they do happen, significantly increases your odds of a repeat or referral sale. Here's a good sales story from this week...

A practice culture in your dealership

As good as we are, we are all subjected to the day to day erosion of skills and effort by interaction with customers. You may have heard us refer to this as the un-training cycle. Even with great skills and a very high closing ratio, more prospects say no than say yes. This can unwind our attitudes, skills and effort. The only cure is to keep maintaining and increasing our knowledge, proficiency, and effort. Hopefully you have a coach that helps you do that.

Are you on the phone?

Even after 26 years of training and consulting in the auto industry we are still surprised by some of the salesperson behaviors that are so counterproductive yet resistant to change. The ineffective use of the telephone is one. In some dealerships you would swear that they installed special phones that have a 300lb receiver! No one wants to pick it up and make outgoing calls.