Discovery Phase

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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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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Discovery Phase in the Sales Process

Discovery Phase – What Are You Missing?

Discovery is the critical phase of the sales process that, if handled improperly, will make closing the deal later, almost impossible. Think about this today as you transition from Meet & Greet to the DISCOVERY phase of the sales process. This is the part where you ask focussed questions and actually listen to what the …

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