Orchestration – What Mozart Can Teach You About Sales

As any true sales professional knows, a “sale” does not just happen. It requires skillful planning, coordination, and precise orchestration to insure that several moving parts work together. In fact, I have often drawn the parallel to a play or a musical piece. They all have a structure, a path from beginning to conclusion, and …

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Six Things You Must Know to Sell a Car

The first sales manager I had when I entered the car business always said, “If you build rapport and ask the right questions, your prospect will tell you everything you need to know to sell him a car today”. That advice has proved to be correct on so many occasions but it took a while …

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How to Sell Cars – The Secret Sauce

Hundreds of books have been written on the “road to the sale” and how to sell cars with techniques and wordtracks to move your prospect closer to the sale. A cottage industry of sales trainers and consultants has developed to teach and motivate sales teams in the fine art of closing. Never has so much …

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What to Do When Your Showroom Visitor Leaves

The reasons showroom guests leave without buying are many but regardless of the underlying motivation for your prospect not making a decision, your helpful and respectful (and persistent) follow up can salvage several deals every month. Most people who visit a dealership will buy a vehicle in the next few months (and often much sooner) …

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Car Buying Stages: Where is Your Prospect Now?

In every aspect of our lives, Google is tracking our online behaviour (on a macro and micro level) and spotting trends that frequently confirm what we already suspect but often providing insights that give us added understanding of offline behaviours and thinking processes. Along with some direct research done by Google (as it pertains to …

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Did You Make an Offer to Your Customer?

The traditional mantra of Sales is that you should Always Be Closing but in order to close the sale, you need an Offer that is Accepted. Now, you can encourage the customer to make an offer but in order to close more sales and hold gross, you, as the salesperson, should be making the offer. …

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Don’t Deprive Your Customer of a Great Presentation

Because prospective customers now arrive at the dealership having done a great deal of research on the vehicle(s) at the top of their consideration lists, many salespeople are tempted to skim over the vehicle presentation (thinking that the prospect already knows everything he needs to know about the vehicle). This is seldom, if ever, true. …

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Suggestive Selling – The Art of Planting Seeds

Before the sale takes place (but during the sales process), we always talk about “planting seeds” (throughout our interaction with the prospect) which will be “harvested” later by pre-conditioning the prospect to accept your idea or suggestion as his own. Use Discovery to uncover the “issues” that are causing the customer to seek out a solution …

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