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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Without salespeople presenting the value cars become a price commodity and car vending machines become the order of the day. _I laugh when I think about vending machines that would still be full of Chevrolet Citations and Pontiac Aztecs 30 years later.
Read MoreI am talking about planning out a specific picture on what you want 2018 to be for whatever personal reason you have to make it so. No plan and you are just hoping. Let’s get in front of the effort this year and then execute that planned effort on a daily basis so you understand what it feels like to leave the store at night beating on your chest, howling at the moon, knowing that YOU ARE THE MASTER OF THE UNIVERSE.
Read More2017 is in the history books and we are off to a new race for 2018. If 2017 did not meet your goals and desires for self fulfillment and income, what can be done different this year to move to the next level? Wild success does not happen by accident or just watching the showroom door swing.
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 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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