Clerks v. Closers
When you use buyer’s questions to create conversations, you get to know and understand your buyer. This is a key difference between merely being a clerk and becoming a master closer.
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EMI Saves You Time – and Makes You More Money
Completing a closing EMI with every buyer saves time (for managers and consultants) and makes you more money.
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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. -
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.
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Why Customers Buy: How Knowing the “Why” Closes More Car Deals
Why is it important to “know the why”? The why is the fuel that drives actions. It’s the motivation.
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Taxes and Fees, Of Course: How to Present Numbers Buyers Don’t Fight
When we expect a fight, we’re going to get one. Presenting deal sheets with excellence includes saying this one key phrase. This is where the phrase came from.
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Are Internet Car Buyers Really Any Different?
“The internet buyer is different.”
I’ve been hearing this from dealers for the last 15 year or so. Are they really that different? This is a critical topic. Watch today’s sales tip and lets talk it over!
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Personalize Your Workspace
Today’s sales tip is one that will help you connect and build rapport with your buyer. We talk about finding common ground with your buyers throughout the sales process, but this is just a simple, silent thing you can do to make it easy for buyers to connect with you.
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Don’t Give Advice, Give Options
As sales consultants, we gather knowledge. Sometimes we’re compelled to give our buyers advice.
Today, let’s talk about some of the pitfalls that can happen when we give advice instead of options and ways to avoid them.
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Sales Process for Secondary Buyers
People ask me all the time, “How does our process fit the secondary buyer?” Let’s talk now about how our sales process is perfect for the secondary buyer with one simple modification.
