best practices

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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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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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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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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Make More Videos – Sell More Cars

I have been doing Walk-Around Product Videos that have been posted to my own YouTube Channel as well as to our dealership website for several years. Many (maybe, even most) of the customers who end up buying vehicles at our store have watched some of these videos. Based on comments I get from customers coming …

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