Is It Still True? The “Fresh Up” Myth
January 20, 2021
No Comments
I have written a lot about car buying behaviour, sales process techniques and showroom best practices, and how to build a successful career in the
Category: Sales Process
Addendum to “Setting the Table for Your Clients”
January 14, 2021
No Comments
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.
How Do You “Set the Table” for Your Clients?
January 6, 2021
No Comments
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
No Comments
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
1 Comment
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
No Comments
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
No Comments
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
No Comments
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
6 Comments
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
No Comments
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