What’s a Sales person to do? Continued…

You remember from yesterday I was talking about Sales people talking to Service customers 2 days after they pick up their vehicle. Here’s what to do if the Sales person who sold them the vehicle no longer works at the store. You have a couple of options here.
1. Give these customers to the newest Sales [...]

What’s a Sales person to do?

As I have traveled around North America over the past month the news is the same Sales Departments are having a tough time of it. Traffic is low, internet request are slower than usual, and Sales people are asking what to do all day?
How about talk to customers. When was the last time your Sales [...]

The Bubble

I often refer to the dealership as “the bubble” - the place where a client enters seeking to have his/her transportation needs met.
The objective is to keep the client “inside the bubble” throughout their ownership experience and into repeat purchases while making a fair and equitable profit from the business relationship.
If this is not your [...]

“Your Price is Too High” - What does it really mean?

The most common objection that you will hear when making a pitch is “your price is too high”. The problem is that the customer could mean several things , such as:

Somebody else is cheaper
It’s more money than they expected to pay
They can’t afford it or don’t have the budget room to do it
They want you [...]

Develop a “Stay in Touch” Policy

Sales calls are definitely easier when you are talking to someone that you know well and who knows you.
However, sales to some customers come infrequently and you need to put a mechanism in place to stay current with the things that go on in your customer’s organization, as well as keeping your name front and [...]

Customer Facing

Here’s some sales tips for “the human moment”.

Maintain good eye contact with the person talking. Eye contact is very powerful as a form of attention.
Ask questions to qualify the prospect, thereby finding what their ‘hot buttons’ are and then incorporate that into the presentation.
Be a good listener…. don’t do all the talking.
When you ask them [...]

10 Commandments of Customer Care

Your customers are the most important people in your business.
They are not dependent on you; you are dependent on them
They do not interrupt your work; they are the purpose of it.
They do us a favor when they call; we are not doing them a favor.
They are not statistics, but fellow humans with feelings and emotions
They [...]