Newest data confirms that 20% of your buyers call you in advance of their visit and 20% email you in advance of their visit. (This is much higher for “destination stores”.) 60% of buyers still walk in directly. How to set an appointment with these 40% of buyers will continue to determine your success. There… Read more »
Rarely do I feel better when leaving a stage than after having performed comedy. While I like to believe all of my presentations are entertaining or funny, I feel when an audience knows the purpose of a performance is to instill laughter, everyone has a better time. Incorporating in the core values of improvisation (or… Read more »
Nobody likes a spoiler. Between the final season of Game of Thrones and the premiere of Avengers: Endgame dominating the media, it is hard to avoid hearing all that happens. An untimely announcement of what’s to come takes all the excitement out of one’s experience. Yet, when it comes to setting and confirming appointments, giving… Read more »
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My first day in retail sales, I was told (not taught, told) “the road to the sale”. This was, as we all know, a very specific set of steps that we had to take customers through (read: drag them kicking and screaming sometimes) in order to sell them a car our way. I’ve caused controversy… Read more »
“When you get the customer in, you’ve got to slow them down.” This is a very common saying that is meant to allow the salesperson control of a customer in the store. People feel by slowing a shopper down, they are able to make them go through the organization’s road to a sale. That is bad… Read more »
I was having a conversation the other day with (marketer/author/podcaster/exemplary British Columbian) Michael Cirillo about following the recipe for success. Simply stated, if you follow the steps precisely, you should predictably experience the intended outcome. If you decide to deviate from those steps, then that predictability goes out the window. Hint: there is such a… Read more »
There are craptastic newsletters, then there is DealerKnews. Get all of our posts without having to set up a RSS feed. Start getting a monthly megadose of geniusness. It’s like steroids for your brain.