POSITIVITY TIP: Forgive yourself. Forget the mistakes you’ve made.

The Natural Born Salesperson?

What Is The Ideal Sales Person? The ideal natural-born salesman has certain traits that I think we can all agree on: Gregarious Quick thinking Smooth talking Huge personality An outgoing personality In fact, according to the Dale Carnegie Training of West Virginia,...

Sales Goals Are Completely Worthless

The way most car dealerships set goals for their salespeople has no merit. First of all, many dealership managers do a horrible job of communicating goals! Dealership management knows how many vehicles need to be sold to generate revenue — Upper management has set...

Building Value

A prospect decides to make a purchase when he realizes that there is more value in the product than there is in his money. At its core, that’s your job: Demonstrating the value of your product. Value is the reason people buy. That is true 100% of the time. Value is a...

36 Questions to Build Rapport

It’s a well-established fact that people would prefer to do business with their friends. It should be no surprise to you that part of our sales training is building rapport and making friends. Learning to weave your needs assessment into your rapport building is a...

What A Car Salesperson Can Learn From An Apple Specialist

The first thing most customers want to talk about is price. But it is probably the last thing that matters. When I was early in my sales career, I was trained to ask the customer what their budget was. My manager instructed me to qualify the customer by saying...

The Biggest Mistakes That Are Costing Your Dealership Money

If I could change only one thing in most dealerships, it would be salespeople’s habit to rush the sales process. The sales process should accomplish two things: Ensure that you have selected the best vehicle.The customer sees more value in the car they drove than the...

The 5 Things You Need To Start Doing After The Sale

It’s well established that selling to repeat customers is significantly easier than selling to a fresh up or internet lead. Doing these five things after every sale will help fill your sales pipeline forever. If you’re an outstanding salesperson, your overall...

5 Steps To A 5-Star Delivery

Forget the CSI score. Forget the TO to your manager. A 5-Star delivery will help you sell each customer more cars! These 5 steps will get you there. How many cars do you want to sell to each customer? Statistics say that the average person will own about nine vehicles...

People Want To Do Business With Their Friends

Work hard to make friends, and you won’t have to work very hard to do business with your friends. It’s common knowledge that people would prefer to do business with their friends. People like having “a guy” or “a girl.” As much as you want to build relationships with...

What Is The Best Closing Question?

Every salesperson ever has wondered what the best closing question is. The secret to closing is really no secret at all. Everything you do, say, and ask will lead to a sale. I’m sure it’s disappointing that there isn’t one simple question that you can use to close the...

POSITIVITY TIP: Forgive yourself. Forget the mistakes you’ve made.

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