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...
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...
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...
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...
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...
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