Archive: December 2010

Ask Joe

“I work at a great dealership, we take care of our customers and have great CSI. My question is – why do I feel guilty if I make even a dollar when I sell a family member or friend a vehicle?” Short Story … When I first started selling cars, an older woman came on […]

Ask Joe

“How do I make my salespeople ‘want’ to work?” Sales management is the art of getting your salespeople to do their job better, and getting them to want to do it successfully. The key word is successfully. You can make people come to work, you can make them talk to prospects, and make them follow-up, […]

Ask Joe

“What do you do when they tell you that they only have a few minutes?” Have you ever heard this objection before? Sure, almost every day you’vesold cars. Most salespeople mess this up by challenging the objection and miss sales every day. It’s a shame, because this is a simple objection to handle. It’s a […]

Ask Joe

“Question: We want our managers to talk to every customer before they leave without buying. When is the best time to get managers involved?” “Make sure you ‘touch the desk’ before they walk.” Isn’t this just saying: ‘Torch the deal completely, then see if a manager can rebuild it from the ashes’? Maybe 1 out […]