May 28, 2015Thursday, May 28, 2015
Are you allowing enough time for a decision on a sales call? Sales trainer Kevin Davis says to find out how much time your decision-maker has and then only take 60% of it to allow for questions and an all-important decision.
I was on a call at a car dealership last week with one of my top AEs and as soon as we sat down, the GM said, "I only have 30 minutes." I said, "We'll only take 20." Our pitch was done in 15 minutes, we answered questions and went for the close ... and got it! And we walked out exactly 30 minutes after we walked in.
May 27, 2015Wednesday, May 27, 2015
It's 2015. Why do we still present like it's 1985? I spend a lot of time working on how we present our stations. Here are a few tips to make your presentations better. Make it interactive. Gain attention, then channel to build engagement and get the audience ...
May 26, 2015Tuesday, May 26, 2015
Yesterday, Memorial Day, marks the unofficial start of summer. Something happens in summer and people just seem to work less. Here are a few points that may help you weather the storm… Make sure not more than one department head within any department is on ...
May 22, 2015Friday, May 22, 2015
There's a great new tool available to real estate companies and agents where a prospective buyer is standing in front of a listing and wants to know more. They simply text an inquiry to the realtors short code and using GPS technology, instant information is sent to ...
May 21, 2015Thursday, May 21, 2015
Defining clutter.... All too often, many PDs, particularly at music stations, define clutter as any non-music element. I beg to differ. Help them understand the difference between clutter and information and service elements -- even contests -- that resonate with ...
May 20, 2015Wednesday, May 20, 2015
Memorial Day comes in about week and we're almost halfway through the year. Here's an idea: Gather key members of your staff or dedicate one of your manager's meetings to the following exercise. Focus on your memories (after all it is Memorial Day) ...
May 19, 2015Tuesday, May 19, 2015
Few salespeople are better trained on closing tactics than car dealers. They have it almost down to a science. An Automotive News article from last week highlighted how dealers are contacting existing customers with equity in their vehicles and reaching out to them ...
May 18, 2015Monday, May 18, 2015
Memorial Day is a week away … the unofficial start of summer. Below is a list of categories that you should have already been targeting, but certainly still can. They are timely to warm weather months. Take this list to your sales manager and ask the status ...
May 15, 2015Friday, May 15, 2015
I know it seems like I'm on a rant lately about presentations, but this brings to mind a story once told by the RAB's retiring John Potter. Bear Bryant, longtime University of Alabama football coach, would often respond to reporters' post-game questions by saying he ...
May 14, 2015Thursday, May 14, 2015
We've been spending a lot of time in our sales meetings talking about how we present the station. I'm amazed still at how many "just send me a media kit" calls from prospective buyers I get -- and I cringe. If we don't have the opportunity to learn about a client's ...