Technology can be a great addition to your Sales Process. When I first started selling cars, my CRM was an index card. We’ve come a long way. Today, your CRM can be an amazing tool.However, like all tools, if it not used properly, it can be a barrier.It can be a...
When you negotiate, you have to have a plan – a process. You know your buyer will say things like…”I want more for my trade.””I can’t afford that payment.””I can get a better price somewhere else.” Don’t fall...
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...
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...
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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