Know Your Competition
“If you know the enemy and know yourself, you need not fear the result of a hundred battles.” – Sun Tzu, The Art of War
August 30, 2021
No Comments
Power Phrases for Overcoming ANY Objection
A long, long time ago in a dealership in Northern California, a wise sales manager told me: “Sales are lost because of a few words,
August 23, 2021
No Comments
3 “Invisible” Inventories to Sell from When You Don’t Have Supply
These are crazy times we are in right now. Inventory is way down, vehicle prices (and gross) is way up. I hear all the stories
August 16, 2021
No Comments
What is a Customer Worth?
Every customer has a value to your dealership and to you. What is a customer worth to you? Most salespeople don’t think of what a
August 9, 2021
No Comments
Transactional Selling or Relationship Selling
As I was preparing for my Live Virtual Training classes on Relationship Selling Before & After the Sale, I came across an article that really
August 2, 2021
No Comments
Build Value in the Close
You might be asking yourself, isn’t it a little late to build value if you are in the close? The answer is simple, it is
July 26, 2021
No Comments
Let the Customer Close the Deal for You
Having trouble closing the deal? Why not let the customer close the deal for you? Could it really be that easy? The simple answer is
July 19, 2021
No Comments
What is Value?
Value is one of the most talked about topics in the sales industry. While at the same time, it is one of the least understood
July 12, 2021
No Comments
Numbers Don’t Lie, or Do They?
Data, Statistics, Numbers or whatever you want to call them, they are critical to your sales success. Numbers can tell you where you have been,
July 5, 2021
No Comments
Setting Your Goals
Happy Half New Year! 2021 is officially halfway over, or at least it will be in a few days. Are you halfway to your goal
June 28, 2021
No Comments
Use this to Close More Customers
Want to close more sales, follow the sales process with 100% of the customers 100% of the time. Seems easy right? Why wouldn’t you follow
June 21, 2021
No Comments
Is the Spouse Objection Real?
What do you think, is it? I would say that in most cases it is not. I would estimate that 80% to 90% of the
June 14, 2021
No Comments
