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Sell A Few More Each Month – The Easy Way…

You always have a “personal assistant” with you…Here’s how to use it to help you sell more! There’s a lot of organizational stuff most salespeople aren’t very good at. The good news is your iPhone or smartphone can easily help you sell more and earn more. Here are a few ideas on how you can …

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You’ll Sell More When You Count Correctly

4 x 25 Does Not Equal 50 If your dealership requires you to track what you do and count the people you talk to each month, my bet is your total ‘ups’ hover right around 50 a month. How do I know? Because we surveyed 3,555 salespeople and asked, “Counting everyone who shows any interest …

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How Do I Stay Motivated?

Somebody asked me a long time ago…  “How can you handle the uncertainty and the ups and downs of being on commission?” When I started selling cars my second time around, I’d learned so much more about selling, so this time I cheated. Here’s one way I did it… I’m guessing that you probably hate …

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To Sell More Take It 1 Step At A Time

You’ve heard me say ‘speed kills sales’ and that’s because fast requires skipping steps. It’s just math, how long does it take to… Step 1: Warm Up… Greet someone: 2 – 3 minutes Visit (build rapport): 3 – 5 – 10 Wander Around, General Q&A: 5 – 10 General Presentation: 5 – 10 Investigate: 5 …

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Go-to Closes For Objections…

Closing is everything that moves the sale forward. Yes, an effective greeting is closing because it moves you closer. And of course, getting that final TMO commitment is closing. When you get an objection like, “I’m not buying because…”, handling it means you’re also closing. I have close to 100 or so closes I personally …

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What A Difference…

Here are a few comments we just got about salespeople’s improvements after our sales class. What a difference… Ford salesperson – Started selling in Dec. 2017 and averaged 8 before class in June 2018. He ended at 16 in June, 17 in July and 13 out by mid-August. His down payment average went from $1,000 …

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Peer Pressure Kills Sales & Careers

It doesn’t take much more than a ‘duh’ degree to know that if you don’t do what it takes to succeed – you won’t. But so many people reading this who want to improve and know they can, don’t. Most don’t even try, because they’re afraid of the ‘resistance fighters’ or of what some of …

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Take Them on a Mental Ownership Cruise…

People don’t buy cars, boats, bikes or RVs until they’ve already taken mental ownership. Try to remember that none of us buys anything, even something as simple as a bottle of water, until we visualize ourselves using it for the purpose we want or need it for. When you’re thirsty, you think about something to …

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How You Count Things Will Control Your Career

Amateurs count the times things they do don’t work. Why? It helps them justify not doing the things you have to do in sales to sell more, earn more and control your career in sales. “I made 5 follow up calls and nobody came back in – what a waste of time.”  “I tried staying …

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