Education Centre
Newest Articles | Date Posted |
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Boss! That's my customer!Whose customer is it anyway? The factory and dealership often have very different ideas about who owns the customer but what about salespeople? |
16/08/2012 |
Avoiding Sales ObjectionsWe 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. |
16/08/2012 |
Ask your way to successHow many features or specifications does the typical new vehicle have today? 50? 100? 150? If you are talking about all of them in your product presentation you're talking way too much! |
16/08/2012 |
Are you on the phone - Why not?Even after 20 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. |
16/08/2012 |
AnticipationWe 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... |
16/08/2012 |