Nothing about our sales process is brain surgery, but because of the short sales cycle on a high ticket item, it is disciplined. So Vocabulary matters. Some words we say can teach/encourage the customer to negotiate while others can lead to the perception that the numbers are firm.
Read MoreThings have changed in the job market since I started Start Recruiting and Training in 2010. At the time, unemployment was 11%. I thought it was a great time to attract some new talent into retail automotive, and we did.
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"Nothing about this is brain surgery, however it is disciplined. We have a short sales cycle and we are not selling hats and t-shirts, We are selling $20,000, $40,000 , $100,000 merchandise that usually requires a 4 to 7-year financial commitment. "You need to be a PRO!"
Read MoreIn my career I have only personally known 8 or 9 great closers. I loved studying their personalities. They came from all walks of life, education levels, and economic circumstances. They excelled making great money working in the same store and out of the same inventory as other salespeople making much less. Some closers had a technique that lacked finesse, but they still managed to close. Attitude, determination and delivery trumped technique.
Read MoreHow is it that the same objections that stumped sales people decades ago are still stumping sales people today? Once and for all, let’s figure out a way to make a compelling argument that would allow us to earn the business.
Read MoreIn the old school days "the closer" was king. Now it is going to be the sales person who does the best job in retention. The sales person who builds a long-term annuity by working and managing his relationships with a customer. The pros are already doing it. There are sales people in this town who have been in the business 15 plus years making over $200,000 a year. How much of that income would you guess comes from repeat - referral?
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Our New Podcast
During the downtime, Eric and I decided to start a podcast called The Classy Car Guys. Not that Eric or I know anything about CLASS.
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