Salespeople 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 […]
Read MoreThere’s an argument going on and it’s time for me to weigh in. For years I’ve heard managers complain that their salespeople are “lazy order takers.” I’ve witnessed teammates jab at one another by delivering the lowest of all low-blow insults, “You’re nothing but an order taker.” So what’s so wrong with being an order […]
Read MoreI’ll bet you have more than a few customers shopping you every week on the phone. They call, ask for a quote, and then tell you they can get their car fixed somewhere else for less. I’ll bet you have more than a few customers who bring their cars in for a quote or estimate, […]
Read MoreBelieve it or not, there are some people who don’t believe Facebook, Twitter, LinkedIn and YouTube are appropriate for business. Maybe that’s you, or someone you know. Maybe it’s your shop owner, maybe it’s a senior manager, or maybe it’s you. I thought it would be helpful to share with you 5 reasons YOUR shop […]
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