Category: Sales

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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Supercharge Sales & Profits During a Build-Out

Exciting… Hectic… Stressful… these are just a few of the things you may feel during the emotional roller coaster ride of a build out. It’s natural to feel these things; renovating a dealership is a big job with lots of moving pieces and parts. But the light at the end of the tunnel is so bright it makes it all worth it in the end, or does it? Regrettably, the last thing most dealers or managers are thinking about during this stressful time is increasing sales and profitability. Just completing the project with minimal causalities is the primary objective....

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