Building Rapport

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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