Category Archive For "selling"
A Few Things To Understand About Today’s Market
About Today’s Market… A lot of buyers and salespeople have retreated to a bunker and are trying to hide from the storm. We’re all faced with higher prices, and yesterday here in South Orange County, I paid $6.99 for gas. Buyers are cautious about everything they buy now, and that means cars, too. So if …
Attitude Is Everything
Attitudes are your most important tool to sell more, especially now, while everything is going on. When you walk out with a spring in your step & a smile on your face to greet every customer, you just buried the last 3 salespeople they met down the street, and that’s before you even say anything. …
Why settle for ‘just average’ when you have no limits?
There are people selling 40, 50, 60 and 80 units per month, and earning $100,000, $200,000, $300,000 and $500,000+ per year. So please toss those chains you’re wearing, and stop allowing yourself to get stuck in that 8 to 10 units, or less, and $40,000 to $60,000 a year rut. Those are just average units …
Stop saying you can’t!
I keep trying to talk you into selling more, but first you have to believe that you can. The first step to selling more is to stop saying you can’t. A few questions… • Can an 8 car SP sell one more and hit 9? Seriously, of course! • How would they achieve that? A …
Skipping the Demo…
About those good & bad habits! The more you do something, the stronger the habit will become. If you skip a demo today, it will be easier to skip one tomorrow. And most already have the habit and skip the demo 2 or 3 times every day. Problem: No Demo = No Sale People don’t …
No Manual When I Needed It!
I hadn’t used my drone lately and needed it for a video of my property. It’s off grid with no internet connection, so I couldn’t get to the manual on how to link to the controller. I wish I’d downloaded it sooner, so I’d had it when I needed it. I did that today! Download …
Experience vs. Skills & Attitude
About experience in sales… 1. If all it took was experience to get better at selling and closing, and if I look back at my time in sales, other than the COVID bonanza on income the last few years, if I haven’t been continually improving my skills, it’s on me…not our inventory, market, etc. ❑ …
Selling Skills & Processes
It’s time to up your game and start selling cars this year! There’s been nothing normal about the car business these last few years, has there? Whether you were new to the car business during COVID or not, I’ve been pushing hard on you to get back to ‘selling’. The money was BIG these last …
You know you can sell more…
Whether it’s 1, 2 or 20 units, you know you can sell more. What’s the only thing average salespeople can teach you? If you maintain your membership in the huddle, you’ll spend a career stuck in average or below, especially in tough times like we’ve been having. I read a quote that really described how …
Success comes at a price!
So many people confuse ‘waiting’ with ‘working’. They want more sales without more effort, but… “The only place in the world where success comes before work, is in the dictionary.” Quick story: It was a rainy day and I’d contacted all my prospects from hot to cold. My coldest was a farmer out in Riverside …
Appreciate What You Have…
Before It Becomes What You Had! Isn’t it fun taking the negotiations out of the process? When you have the only vehicle in town they want, selling is so much easier. I’m hearing about BIG commissions. In class, we just heard about a $50,000+ month a Toyota salesperson had. That’s more money than I made …
Questions About Closing More Sales
Don’t confuse selling to someone, with someone who is buying. I bought an SUV, actually I almost did – until the whole process was so ridiculous, I just walked out. Anyway, the salesperson I tried to work with, didn’t make any attempt to talk to me, even though he was just standing on the lot …
3 Quick Reminders
Which statement is correct? (Slow down and think.) ● Buying is a logical decision based on facts, and the negotiation is emotional. ● Buying is the emotional decision, and negotiation is logical based on facts. Aren’t Sure? Do you recall anyone on the lot ever getting super excited when you tell them their trade is …
Would Your Case Hold Up In Court?
Partly because social media is the main source of information for so many people, it’s amazing how many have lost the ability to ‘discuss or debate’ a topic. That same thought pours over into sales because ‘selling’ is a discussion / debate you have to control to gather the information you need to build value …
“Tell us more about Questions”
The Short Version… Questions help you set appointments that show.Questions immediately set the direction of the sale.Questions give you ‘hot button’ info to help you sell.Questions help you sell what you have in inventory.Questions build the value and lead to a close.Questions cause people to take mental ownership.Questions set up a non-price negotiation.Questions close the …
It’s 90 + 6 … Not 20 + 1
“Things are different now Joe. We either have what they want or we don’t & they can either afford it or they can’t. What difference does ‘selling’ make?” Wouldn’t it be great if ‘different’ means we actually could prequalify people real quick, take shortcuts and still sell more! Too many salespeople hold their breath, hope …
What do you do with prospects calling from out of state?
1. First rule: Assume they’re calling you, because they want to buy a vehicle. 2. Then there are 8 steps to selling. Quick Recap of 8 steps to a “Sale” 1. Greet & get some rapport working for you. 2. Investigate to find who, what, when, how & why. 3. Help them select the perfect …
Body Language Basics
Being able to ‘read’ what people mean, not what they say, is critical. So is projecting your own body language they’ll be reading. That’s why it’s so important to master your skills and the 8 steps so you can give your full attention to the customer. When you’re winging it, you can’t pay attention, because …
