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Taking A Closer Look - Lessons from the Vision Care Store

Ever notice salespeople and sales processes when you are away from the dealership just being a regular consumer of products and services? Maybe it's because we are in the training business, but we are always hypersensitive to the good and bad in other businesses salespeople and processes.


Take the objection away!

We have all heard the sports phrase: “the best defense is a good offence”. It applies equally well when we think of some common objections we get when we ask for the business. Now we are not going to suggest that you adopt that pushy and aggressive tactic of ignoring or bypassing objections.


Stop selling and start helping

What makes a good sales presentation? Many salespeople get the idea that if they are able to dump everything they know about the product onto the customer they have made a good presentation.


No Best Prices

It's a nice philosophy, but what does it mean in practice? When we say "no best prices" we mean that it is a serious mistake to respond with a discounted price when a prospect phones in or asks us a price question the moment they arrive at the dealership. Why is this a serious mistake?


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 behavior that comes from their fears.