steps to the sale

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 …

Orchestration – What Mozart Can Teach You About Sales Read More »

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 …

Six Things You Must Know to Sell a Car Read More »

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 …

How to Sell Cars – The Secret Sauce Read More »

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) …

What to Do When Your Showroom Visitor Leaves Read More »

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. …

Did You Make an Offer to Your Customer? Read More »

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. …

Don’t Deprive Your Customer of a Great Presentation Read More »

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 …

Make More Videos – Sell More Cars Read More »