Addendum to “Setting the Table for Your Clients”
January 14, 2021
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Your clients want to grant you a monopoly on whatever it is your business does, whatever role it is that you fill in their life.
Category: Sales Process
How Do You “Set the Table” for Your Clients?
January 6, 2021
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Early in my marketing career (and long before getting into the car sales business), I was given an assignment to survey restaurants and bars in
Meet & Greet: Quick Start to the Sale
April 2, 2017
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The main theme of the Showroom Sales Skills philosophy that I talk about on this blog is to structure every encounter with a client or
Orchestration – What Mozart Can Teach You About Sales
March 19, 2017
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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
Six Things You Must Know to Sell a Car
March 12, 2017
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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
How to Sell Cars – The Secret Sauce
March 5, 2017
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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
What to Do When Your Showroom Visitor Leaves
February 20, 2017
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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
Car Buying Stages: Where is Your Prospect Now?
February 12, 2017
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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
Did You Make an Offer to Your Customer?
February 5, 2017
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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
Don’t Deprive Your Customer of a Great Presentation
January 27, 2017
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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,