For as long as we have been selling cars, we have used "Trial Closing Techniques" to increase a salespersons chances of closing a customer. This class ...
A bird-dog is a dollar amount or tangible form of appreciation for providing a Salesperson with a Customer who makes a purchase. The problem is most ...
Most Salespeople believe their competition is the other Dealerships within their marketplace. Yes, that is true, but a Salesperson's competition is a ...
Do you feel you have reached a certain plateau in your sales career? Are you tired of defensive customers that say NO throughout the sales process or ...
A goal is a road map to a destination of success and prosperity. Whereas, a dream, is something one wishes for but is not willing to take the time to ...
Typically, every sale process includes a qualification step. A superior sales practice will shorten this step and create a more relaxed customer by e ...
It is so frustrating when a customer tells you that they did not bring their trade-in to the dealership which brings the sales process to a complete s ...
Whether you realize it or not the ultimate success of your dealership is dependent on the success of your BDC department and/or lead management proces ...
It is no secret that using video has gained popularity as an essential tool to effectively tell our stories to potential clients. The BDC department t ...
Over the years there have been countless cash-conversion techniques that have populated F&I offices across the country. The unfortunate truth is that ...
Overcoming customer objections are a central part in any sales profession and overcoming them is a must have trait to be a great salesperson. When yo ...
While internet leads can help grow your dealership, they do take effort to cultivate and whoever is assigned to call these leads has one of the most i ...
Twice monthly, David conducts a Live Webinar on relevant topics. This is a great opportunity to gather your team and hear the newest ideas and concep ...
Universally, sales are 90% Psychological and 10% Mechanical and the best salespeople understand that this plays a critical role when presenting both n ...
Do you ever wonder if you are selling your customer the right car? There is simply no excuse for selling anyone a vehicle they do not love. This cou ...
Have you ever considered why the average salesperson only sells 8 to 10 cars per month? Are you in this category? This course will provide you with ...
A 3-Day (2.5 Hours Daily) course designed for the individual just entering an Auto Sales Career. Students will learn the basic principles of psycholog ...
Earning your customers confidence by reducing their fears is the goal when dealing with a defensive customer. It is up to us to help the customer enj ...
"Imagery" is a powerful technique that will make your vehicle come to life right before your customer's eyes. It transforms the way your client percei ...
"The price is too high" is one of the most common objections all salespeople face and most will lower the price without delay because they just do not ...
In the automotive industry, we often hear that your credibility and gross is established over time, but it takes no time to lose it. Having a mastere ...
The BDC can be a huge profit center for the dealership if it is set up for success. Ensuring the goals for your BDC Department are met is important to ...
If you do not have both structure and knowledge you will struggle when it comes to objections. The failure to handle objections efficiently is a dire ...
These sessions provide an opportunity for groups of individuals from different markets to share ideas and concepts. The topics are pre-determined, an ...
The assumptive close is a tactic used to close a deal by speaking and acting as if the customer is ready to purchase. Using this method in your sales ...
Far too often salespeople unwittingly invite meet and greet obstacles into their sales process because they simply do not know how to overcome them co ...
Nobody would argue that higher closing ratios are indicative of a well prepared and skilled salesperson. However, many salespeople are unable to unde ...
91% of salespeople surveyed said they perform a "silent walk-around" when doing the trade appraisal. This technique requires the presence of both the ...
Closing a sale is the finale of all the hard work and effort you put in during the sales process. There is no better feeling for a salesperson than he ...
A high-performing BDC is critical for every dealer who wants to be at the top of their sales potential. In a perfect world every BDC would operate wi ...
Potential customers often criticize salespeople for talking too much and not listening enough making them appear pushy. Do you have salespeople on you ...
Have you ever lost a sale because the customer had too much negative equity? Perhaps it was because the customer insisted you wash-out their trade in ...
The phrase "Buyers are Liars" is frequently used in sales training. Consider for a moment why salespeople are taught this. You often hear a manager ...
There are typically both good and bad employees in every organization and car dealerships are no exception. Salespeople who exhibit difficult behavior ...
Making a good first impression is critical in creating long-lasting business relationships. People form opinions about you within the first few second ...
The Demo Drive is a critical part of any successful sales process and typically where the customer decides whether to purchase the vehicle. Ensuring ...
To give their customer the best overall car buying experience, all great salespeople understand they must effectively sell the car, themselves, and th ...
Would you rather hire someone who sells 15 to 20 cars per month who has a bad disposition or someone who sells 8 to 12 cars per month with an exceptio ...
This 3.5 hour course exposes the student to a 4-step process for overcoming objections. This process is designed to inspire the Customer to have seco ...
A great presentation does not change the vehicle, but it does alter the way it is perceived. Performing a great vehicle walk around is a very importa ...
Effective communication is not about sending out memos or writing endless emails promoting your thoughts, directives, and ideas. Effective communicati ...
How long does it take you to get motivated each day? Does it take longer than 5 minutes? A popular quote by John C. Maxell says it all, "You don't ove ...