Blog
7 Keys of Master Sales Consultants
Do you want to become a master sales consultant?If so, learn these principles that drive excellence & performance. During my 30+ years in this business, I've learned that top performing salespeople all share similar traits. There are 7 keys that I've identified...
Are You A Good Customer?
Why is it important for you to be a good customer?How will it impact you and your career? You are in customer service. You might also be in sales. If you want good customers, you have to be a good customer. It's the principle of you reap what you sow. The better the...
A Frequently Forgotten Negotiating Key
Today's Sales Tip is about a frequently forgotten key to negotiating that costs you $1,000s of dollars a year. So, what is this often forgotten key to negotiation? Start every deal at your full sale price.Never pre-discount your first pencil. Another way to say this:...
Curiosity Closes Car Sales
Sales is about curiosity. I know, this flies in the face of what most of today's sales people do. How? When a buyer asks to drive a particular car, most salespeople respond with: "Great - Let me get the keys". What does a curious salesperson say?"I can totally help...
The Car is the Star
During your Sales Process, especially during negotiation, remember the car is the star. Sell the features, advantages, and benefits. Most importantly, sell what these things mean to your buyer. Too often, we get stuck on price (or payment) and think the whole deal is...
A Great Influence
The Greatest Salesman in the World by Og Mandino is one of the most influential books that, for over 20 years now, has positively impacted my career and my life. I've written about this many times. As a matter of fact, I did a series of blog posts covering each of the...
Dealer Trades
I know most of you can't stand dealer trades, and they are part of our business. Do you know, we often create the dealer trades we claim to hate? How? By starting the sale wrong and asking the wrong questions. By following the Sales Process in the Excellence Roadmap,...
What Are You Listening To?
Control your mindset & attitude today by positively and powerfully choosing what you listen to. Whatever you put into your brain comes out emotionally, verbally. We are all highly influenced by what we consume - music, social media, news, books, TV. What consumes...
Relationship
There is power in trust and relationship. To stand out to your customers, you have to connect with them. There is power in establishing a common bond with your buyers.(This works for both the seller and the buyer.) https://youtu.be/y1OByapQymY In your Excellence...
Handling Upset Customers, Part 4
Today we wrap up our series on turning upset, frustrated customers into Excited, Loyal, Lifetime Customers. Remember, customers are upset because of poor communication, time, &/or money. Keys to overcoming your customer's frustration: AttitudeActive...