June 27, 2016Monday, June 27, 2016
Few salespeople are better trained on closing tactics than car dealers. They have it almost down to a science.
A recent Automotive News article highlighted how dealers are contacting existing customers with equity in their vehicles and reaching out to them well before their lease is up, or after three years in their "new" car, and getting to them with great incentives BEFORE they start shopping. They cited a dealership in Yorktown Heights, N.Y. who used this system to sell more than 200 cars last year.
What can we learn from this? Get out in front of everything.
- Before a regular seasonal advertiser "avails" the business, go see them first and take your unfair share off the table
- It's not too early to pitch Back To School or even 2012 Holiday programs. Tell them you're bringing it to them first.
A former DOS of mine always said there are two kinds of sellers: "Those who watch it happen and those who MAKE it happen."
June 24, 2016Friday, June 24, 2016
We are one week away from starting the second half of the year. So, how'd it go in the first half? Better, sure, compared to last year but still nowhere where you want it to be, right? Take a moment and do the following early this week: Take a good look at your ...
June 23, 2016Thursday, June 23, 2016
What did you learn from the sale you lost? Sales consultant Mark Hunter encourages you to ask yourself the following questions: Was I able to get the customer to state their key needs and desired benefits? Why specifically did the customer choose not to buy from ...
June 22, 2016Wednesday, June 22, 2016
Nigel Edelshain, CEO of Sales 2.0 had a great point recently. When your meeting pops up on your prospect's calendar, they might be tempted to remind themselves of with whom they are meeting. Will they Google you? Check your LinkedIn profile? Or maybe even your ...
June 21, 2016Tuesday, June 21, 2016
Do not fake it. When was the last time you, Mr. GM, attended a typical station event ... Not the big one where everyone on your staff has to be there, but a car dealer remote, a charity appearance. Does your promotional staff do what it takes to get by or do they ...
June 20, 2016Monday, June 20, 2016
Close-to-home vacations mean opportunity for you! More people are choosing to travel this summer after years of staying home, according to recent reports. "Americans are planning more vacations this summer," said Claire Bennett, SVP/GM of American Express Travel. ...
June 17, 2016Friday, June 17, 2016
With the year almost halfway over, it's time to take a fresh look at programming. Look at your ratings. Where are you in target demos? Compare year to year not just PPM month to month. Go through the market with a fine-tooth comb. How are your competitors doing? ...
June 16, 2016Thursday, June 16, 2016
Sales trainer John Reilly knows what he's talking about and he brings up a great points when he says, "Know What You're Willing to Concede BEFORE the negotiation begins." Sometimes concessions are an effective way to overcome an impasse, but only when salespeople ask ...
June 15, 2016Wednesday, June 15, 2016
What did you learn from the sale you lost? Sales consultant Mark Hunter encourages you to ask yourself the following questions: -- Was I able to get the customer to state their key needs and desired benefits? -- Why specifically did the customer choose not to ...
June 14, 2016Tuesday, June 14, 2016
Did you know one of the first lines in your license is to "Serve the Community." It's so easy these days to get bogged down in corporate initiatives, daily pacing, HR issues, PPM weeklies, etc. that we forget that word ... SERVE. You run an outlet(s) with a great ...