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...
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...
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...
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...
Scenario: You’re trying to help a customer buy a car. Your customer has brought along one or more people who’ve been given the responsibility to provide your customer advice and try to keep you from being a pushy salesperson and talking the customer into making a bad...
6 Tips to Overcome Price Objections in Car Sales When you’re in the middle of making a car sale, there are countless reasons why the deal could fall through. Maybe the customer found another price online, perhaps they’re just not sure if they can afford it yet, or...
One Year of Text Follow-up I saw this Facebook post and engaged the author in hopes of giving him a few pointers on customer follow-up, only to be reminded that many car salespeople are poorly trained. Here is the exchange that took place Post by Author: When you text...
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 me with enough information to give me a reason to buy from you.” The moment when a...
Let’s be upfront about this: If not done well, negotiating is confrontational and uncomfortable for both you and your customer. If only you could read your customer’s mind and know how to make it easier! The most important thing to understand about negotiating is...
Every salesperson ever has wondered what the best closing...
Scenario: You’re trying to help a customer buy a car. Your...
6 Tips to Overcome Price Objections in Car Sales When...
The way most car dealerships set goals for their salespeople has no merit. First of all, many dealership managers do...
A prospect decides to make a purchase when he realizes that there is more value in the product than there is in his...
If I could change only one thing in most dealerships, it would be salespeople’s habit to rush the sales process. The...