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The Secret to Overcoming the Price Objec...

When you’re in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? OK. This is false advertising. There is no secret to overcoming the price objection. The truth is that the price objection cannot be overcome. That is because it isn’t intended to be overcome. It is meant to be resolved through thought facilitation by a...

Move On To Success

Do you condemn yourself for things you did (or failed to do) in the past? Everyone does this at some point. However, if you want to lead a successful and productive life, it is imperative that you let go of the past and not blame yourself for events which have already taken place, and which cannot be changed. Ask yourself this question: “Has beating myself up about the past ever...

Learn Why Your Prospect Buys

We’ve all heard and read that the essence of selling is to “find a need and fill it.”  Well, unless you have deep pockets or know exactly what the world needs, your sales needs will yield a better response if you follow this formula instead: “Find a want and fill it.” Most of us have enough food, shelter, clothing and transportation.  We don’t need much more.  But we want...

Why Are You Leaving?

I understand and appreciate the challenges that turnover creates. Turnover causes a drop in productivity, lower profits, inconsistent performance, and certainly creates work overload in taking care of customers on the showroom floor. In addition, turnover results in a lack of motivation, a lack of enthusiasm, apathy, and a lack of teamwork. But here’s the question… Are the...

The Recession-Proof Vehicle Sales Manage...

People behave in contradictory ways during times of stress–like during a recession. Too many Managers in too many dealerships become paralyzed by fear or indecision. Recessions are part of business cycles, just like growth periods. Thus, managing during a recession is part of a Manager’s job – perhaps the most important part. But what should Managers do differently? The answer is...

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