Sales Training
Everyone can sell, but not everyone should. Most customers have sold themselves on the purchase long before speaking to a salesperson. Others are convinced due to the salesperson. Some decide not to buy because of the salesperson. So much of the sale comes down to asking the right sales questions. Whether you have a team… Read more »
Sales Training
As a sales trainer, I will be the first to say that sales training should come internally from your leadership team. Noticed I said leadership team and not management, though they can be one and the same if you hired correctly. Not all sales managers are leaders; certainly, they’re not all trainers. Recognizing the irrefutable… Read more »
Sales Training
“Where’s my truck?” “Any updates?” “Do you have an ETA yet?” “How much longer?” “I wonder when they’re going to call me.” These are the phrases customers are saying to salespeople (and uttering to themselves) after ordering vehicles from your store. We, as dealerships, have taken deposits for vehicles to be built for several years… Read more »
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Sales Training
I recently read an article about the upcoming 2024 Olympics, and it seems like the 2022 Winter Olympics was just yesterday. As ridiculous as this will sound, one of my favorite parts of the events is the opening ceremony. Now, it’s certainly lost its luster during the COVID pandemic, but it’s still a sight to… Read more »
Sales Training
There is a sad truth. Thousands of six-figure jobs are available, and no one is there to fill them. Unlike what you may see or read in the news, these jobs don’t require a college degree. They aren’t concentrated in cities with outrageous costs of living. On the contrary, they’re in every town and city… Read more »
Sales Training,Words Matter
Car dealership salespeople say stupid things all the time. They give too much info. Too little info. The wrong info. Unnecessary info. They overshare personal info. And it happens often, salespeople do, in fact, say stupid things. Sooner or later, we must realize that words matter, and often what we say causes our customers to… Read more »