I Got Fired By A Jerk!

This Facebook post in a dealership group got me thinking about what kinds of attitudes salespeople might have toward the […]

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The Order Taker, The Presenter & The Closer

There are three types of salespeople in the auto industry.
The Order Taker
The Presenter
The Closer
Each is important, and most organizations have all three working in different departments throughout the business. While the definition of each may be somewhat self-explanatory, it may be helpful to examine each one a little more closely and how learning to be a closer can help you sell fewer dealer-trades and more inventory vehicles.

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Can You Ever Know Enough Closes?

n sales of any kind, you will go through a period where everything you do works well and then another period where you feel like you’ve lost the magic.

That’s why it’s essential to be a student of sales and have more than one or two closes in your pocket. Here are a few to store away in your memory.

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The Objection Translator

How many objections are there?

In my opinion, there is only one.

When the fluff is stripped away from any objection, what the customer is really saying is: “You haven’t provided enough information to give me a reason to buy from you.”

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5 Ways To Ask For The Referral

It feels like begging, doesn’t it?  You just spent an hour or two with this customer, and now you’re about to send them on their way in their new car.  How do you ask for a referral without making it awkward?

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5 Reasons Why Buying A Car Is A Great Idea For The New Year

5 Reasons Why Buying A Car Is A Great Idea For The New Year

Have you made any resolutions for the new year? If you’re like the majority of people, you might need some help keeping those commitments. Studies show that while 40% of Americans make new year’s resolutions, only 8% of Americans wind up keeping them. In other words,...

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10 Ways To Close The Sale

Many salespeople, even experienced ones, think of closing as a set of words that happen after you’ve presented the price and you want to get your prospect to say “Yes, I’ll take it!” and sign on the proverbial dotted line. That is flawed thinking.

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Car Dealership Glossary

When you get started in a dealership as a new salesperson you’re quickly introduced to words and phrases that are likely very unfamiliar to you. Every industry has jargon, (special words or expressions that are used by a particular profession or group and are difficult for others to understand.) and the dealership is no different.

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5 Ways To Keep Your Car Cool In Warm Weather

5 Ways To Keep Your Car Cool In Warm Weather

Goodbye cool weather, hello sweltering heat! The warmest months of the year are finally here, but how will your vehicle fare under the hot temperatures of the season? We all hate getting into a hot car. In 90 degree weather, the inside of your car can heat up to over...

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