Make Those Deposits!
When Value Exceeds Price by one dollar, You Earn a Sale. This is one of the easy sales concepts, however most salespeople say it but…
Tag: Customer Profile
What a Customer Says is Not What They Mean
Have you ever had a customer tell you that they only have 15 minutes and because of the great job you did, they are still…
Are You a Detective?
Most of you, if not all of you will answer this question with a “no,” and however technically accurate, maybe ask yourself, “should you be?”…
Every Customer has a Problem to Solve
It’s true. Every customer you encounter has a problem they are looking to solve, and it is your duty to determine what that problem is,…
4 Hot Buttons You Must Push
Every customer is different and unique. Every great salesperson recognizes this fact, and they will craft a unique Customer Profile for each customer. Once they…
Who’s Going to Close, You or the Customer?
Sell or Be Sold, Close or be Closed, in every interaction a sale is made… All of these are true, and the boil down to…
Inconvenience or Problem
Last week, I was listening to an audio book and the author proposed an interesting question, is your customer experiencing an inconvenience or a problem.…
The Worst Thing That Can Happen to a Salesperson…
A good friend of mine (long time car guy) and I were talking about salespeople and the pitfalls they can run into. We both agreed…
We are ALL Creatures of Habit
It’s true! We are all creatures of habit! Think about it. If you are anything like me when you get home each day, you follow…
Today I visited a dealership and I was blown away by what I saw…
OK, let me set the stage for you. A salesperson had been communicating with a customer who had inquired about a vehicle over the internet.…
