Articles for Sales Experts
Friday, July 25, 2008
Michael Rees - So, you sign up for these programs and the number of visitors to your new Web site increases. You even hire a dedicated Internet manager to manage all these inquiries. The number of Internet sales increases, so you think...
Tuesday, June 24, 2008
Michael Rees - Salespeople have to show excitement when presenting a vehicle—not just mentioning the features that a particular vehicle comes with, but painting the picture as to what these features will do for the customer ...
Monday, May 19, 2008
Michael Rees - Hold your managers accountable for your sales staff actions ... Have your managers track each step of the sales process, and have them get involved with every customer early in the process to ensure compliance with your process ...
Wednesday, March 26, 2008
Michael Rees - Just imagine if your sales manager was introduced to each customer right after the interview stage. They would start up a relationship with your customer that would be conducive to them buying from your dealership ...
Tuesday, February 19, 2008
Michael Rees - What if instead of cutting expenses, the same dealer makes a plan to implement and follow proven sales processes? Instead of worrying too much about volume and gross goals ...
Tuesday, December 25, 2007
Michael Rees - Many dealers like to hire people on the spot (especially salespeople) and let them sink or swim; this is time consuming and expensive. Dealers have to go through the hiring process ...
Tuesday, November 27, 2007
Michael Rees - A lot of applicants will have a resume and will want to save time by not completing all parts of the application. Make it clear to each applicant that you need every part filled out..
Friday, November 02, 2007
Michael Rees - Why would you hire the wrong people in the first place? Dealers usually do their recruiting reactively instead of proactively. This means they are desperate for “bodies” to at least say hello ...
Saturday, September 29, 2007
Michael Rees - If you want to get the most out of your sales team, you have to motivate them with compensation ...
Thursday, September 27, 2007
Greg Goebel - One inherent problem is that the numbers can be deceiving because they don’t measure people that don’t buy from you ...
Tuesday, August 28, 2007
Michael Rees - Let’s take the average priced vehicle over 60 days old. When it came in to stock at ABC Motors, it was valued at $13,000...After 90 days, it is worth maybe 90 percent, just $11,700 ...
Monday, August 27, 2007
Mauricio Espinosa - According to definition, we can say that Organizational Performance is how to measure efficiently and effectively the resources of the organization that are used to satisfy customers and achieve the organizational goals.
Tuesday, August 07, 2007
Michael Rees - Let everyone know exactly what you expect of them (full job description, including expectations of performance). Make sure they have the tools to do what you expect of them (training, support etc.)...
Sunday, July 08, 2007
Michael Rees - Allow me to take you through a few steps to make sure your customer does more than just drive through your lot, or worse yet retreat at the first sign of a “salesperson.” ...
Tuesday, July 03, 2007
George Dans - Sometimes if you want to sell more cars, you need to evaluate and abolish some of the rules you already have in place ...
Sunday, June 03, 2007
George Dans - Aren’t you tired of start and stop programs? What if you were on a long distance driving trip and got lost? Would you go home and start all over again? No, you’d make adjustments, wouldn’t you? ...
Saturday, May 19, 2007
George Dans - First of all, review where your current business is coming from. Source your opportunities, your phone calls and your sales. Once you find out where the majority of your current business ...
Thursday, April 19, 2007
George Dans - Let me tell you this, if you don’t separate yourself from your competition, they will eat you alive and soon you will wake up to say this: “Remember when we used to…” Too late! ...
Monday, February 26, 2007
George Dans - If you are going to have your best year ever, you must have some rules, guidelines or processes that can’t be sacrificed. Let’s come up with at least five non-negotiables for your dealership ...
Thursday, January 18, 2007
George Dans - Why is it in the car business, most people don’t work together? Is it the money or the culture? I think its both ...