Every time you answer the phone, you have an opportunity and a choice. The opportunity: somebody is calling you because they need or want something. The choice: you can give them information or you can give them a reason to buy from you. Before you answer that next call, think “What’s my goal?” Hint: if […]
Read MoreIn my last article, Reman University #46, I shared insight into the stigma of sales. I gave a grim overview of how salespeople are perceived by their prospects and customers. I hinted at how you can succeed despite and in spite of the negative reputation salespeople have earned themselves. And, I promised that I would give you […]
Read MoreThere are two kinds of people in the world – cat people and dog people. Wait, no. That’s not the point of this article. There are two other kinds of people in the world – people who love sales and people who hate sales. And, then, there are those who hate salespeople and those who […]
Read MoreSalespeople often tell me that their biggest frustration is with the seemingly unnecessary time it takes to close a sale. Some salespeople complain that their prospects are “indecisive,” or that their prospects “lead salespeople on, give all the buying signals, but fail to pull the trigger for months and months.” I have yet to meet a single salesperson that does […]
Read MoreYou don’t have to be a salesperson to make a sale. You’re an artist – who paints the picture of what life will be like for the customer after you fix their car. You’re a helper – who helps make a good decision about whether to repair the car, which part is best, which warranty is appropriate, […]
Read MoreOn Saturday, I conducted a sales training day for a little over one hundred automotive parts professionals. Two hours in, somebody slipped me a note that read, “What’s the secret to success?” I responded, “Two words – hard work.” Somehow I think the audience felt cheated, so I decided to continue. “Want a more in depth answer?” […]
Read MoreHey, YOU! Yeah, YOU! Did you know – there will be more than 120 million vehicles 12 years and older by 2014 on U.S. roads, a 50% increase since 2001. What about – a respected team of marketers did a survey to project that dealers will account for less than 22% of 2011 service market (DIFM) product […]
Read MoreWe went to Vegas to spend time with the awesome peeps at the F&I Show. Here’s a little video of us sharing a good time with our clients. Enjoy!
Read More“Smile! They can hear you.” You’ve heard it a million times. Whether you’re answering an inbound call, or making an outbound sales call, you’ve been trained to bare your pearly whites. I’ve seen cute little reminders written on the bottoms of mirrors designed to hang in a cubicle. “Remember to smile…it increases your face value,” […]
Read MoreIt’s the end of summer. It’s the beginning of the school year. The pool is now closed. Better store your white clothes until next year. Whatever you interpret Labor Day as (including, even, as it was originally intended as a day of rest commemorating organized labor), I’m challenging you to consider the following: 1. There […]
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