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: Value
You Talk Too Much
IYKYK or if you know, you know (in case you don’t know) is all the rage right now and when I wrote the title for…
How to Slow Impatient Customers Down?
Last week we talked about why customers are so impatient. If you happened to have missed it, you must really ask yourself, what were you…
Does that make sense?
Yesterday, I was chatting on a automotive sales message board and after I made a post regarding building value, another user posted, “Is ‘building value’…
How confident are you right now?
As an automotive sales professional we are living in some crazy times right now. Salespeople are asking customers to pay thousands of dollars over MSRP…
People Will NOT Care About How Much You Know, Until They Know How Much You Care
This concept is one that is missed so much in sales, especially in the automotive industry. Think about it, when you first get into this…
It’s Your Dealership
It is your dealership, and the best of the best salespeople treat it as such. You never hear a top salesperson say, “that’s not my…
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…
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…
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…
What is a “HOT BUTTON” and How Do You Press Them?
I am sure everyone has heard me talk about “HOT BUTTONS” however, what are these “HOT BUTTONS”, where do you find them, and most importantly,…
Do all you ever hear is “Price, Price, Price?”
That is all I ever hear in any dealership that I walk into. If you want to learn how to deal with “Price, Price, Price,”…
