Category: Sales

COACHING: A Whole New Way To Sell Cars

Last time we showed you how you can use ideas from football to coach your salespeople into a championship squad. But the coaching doesn’t have to, and shouldn’t stop with training your sales staff. You can, and should, also coach your customers toward victories as well. While the team executes the game plan, a coach ensures that good players become great. Encouraging them to go much further than they might have dreamed by providing leadership and guidance. Consider thinking of your leads as potentially great players that need the direction of your sales team to make the best possible...

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What Football Can Teach You About Training Salespeople

If you love sports, particularly football, January is one of the best months of the year. Things start off with great college Bowl games and the National Championship and then the NFL playoffs kick into gear. More than any other sport, football involves detailed preparation and execution, and even if you are not a football fan, you can learn some useful tactics to better run your business and sell more cars. Prepare for the Big Day: Some of the most successful coaches of all time say games are won in practices the week leading up to the big game....

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The Problem With No Pressure Sales. (HINT: It’s Not What You Think)

Stop for a minute and consider the car-buying experience from the customer’s point of view. How do your customers think about you? Imagine what they see when they hear the phrases “car salesperson” or “used car dealer.” It’s not a pretty picture, is it? Decked out in loud and often mismatched clothing. On you like a shadow the minute you walk on the lot and pushing you to buy right away—not the car you want, but the car they’re looking to move off the lot. Thanks to years of negative portrayals in movies and TV, the average car buyer...

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10 Effective Questions Your Sales Team Should Be Asking

Point blank: Your sales team needs to start asking better questions. Far too many salespeople default to old stand-bys like “What color are you thinking about?” Or “Are you looking for a car with a sunroof?” Most customers have no idea what specific features they want; they’re too busy trying to figure out how what car is actually going to work for them on a deeper level.   Asking these mundane questions just increases the distance and the mistrust between your salespeople and your customers. Instead they need to be asking deep, probing questions that reveal the customer’s real...

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Here’s A Question: Are You Asking The Right Questions?

Last week the family decided to do a little post-holiday shopping for a new television. We went to a big box electronic store and were immediately confused by all the technical jargon and buzzwords. We knew we wanted a bigger screen, but had no idea about resolution, refresh rate, or anything else. A salesperson approached us and we figured she would just push the newest and most expensive model on us. We were wrong. She started by asking us questions about what we liked to watch. Sports? Movies? What kind of shows were our favorites? She then asked the...

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