Articles for Sales Experts
Saturday, August 26, 2006
George Dans - A floor closer is completely different than a desk manager. You have to have a person who is in the trenches with the salesperson. Could it be a desk manager? Maybe it could be both ...
Saturday, August 26, 2006
George Dans - Isn’t it sad to know that there are salespeople out there that don’t have at least 10 great closes to close their customers? Most salespeople only have a couple of closes ...
Saturday, August 26, 2006
George Dans - Too many times we assume we know what the customer’s wants and needs are. They come on to the lot and head right to the prettiest vehicle, and we assume that’s what they want ...
Saturday, August 26, 2006
Greg Goebel - The paths that dealers take differentiate their perspective, which effectively molds their management style...
Tuesday, August 15, 2006
Dave Anderson - Some leaders turn themselves into martyrs. They think if they want something done they might as well do it themselves ...
Tuesday, August 15, 2006
Dave Anderson - Companies stop growing when the price gets too high and so do people. In fact, whenever you fall short of your goals, there's normally a price you weren't willing to pay ...
Tuesday, August 15, 2006
Dave Anderson - One of the most important things a leader must do is keep his or her business mindset separate from society’s mindset. This task is difficult and takes continual adjustments ...
Tuesday, August 15, 2006
Dave Anderson - Even if people like you, they normally don't go to much trouble to remember you. That's why repetition is important ...
Tuesday, August 15, 2006
Dave Anderson - Salespeople choose this strategy time after time. There is a more effective and profitable alternative: justifying the price ...
Tuesday, August 15, 2006
Dave Anderson - When you don’t provide the resources to accomplish what you want done you set your people up to fail ...
Tuesday, August 15, 2006
Dave Anderson - Too many managers don’t lead anymore. They simply preside, maintain and administer ...
Tuesday, August 15, 2006
Dave Anderson - Having a bold vision allows the team to borrow inspiration from the future in order to put more power into today. When vision-driven, an organization more easily rebounds ...
Tuesday, August 15, 2006
Dave Anderson ... when a salesperson seems to suffer under the delusion that if they babble on long enough about their product’s features they can somehow bore their prospect into buying.
Tuesday, August 15, 2006
Dave Anderson - As a leader, your duty is to focus people on what they can control, ... and to dish out a dose of reality...
Tuesday, August 15, 2006
Dave Anderson - If you don’t confront and correct the cancers in your business, you unwittingly reinforce them, and behaviors that...
Tuesday, August 15, 2006
Dave Anderson - One of the greatest temptations of a leader is to let up when things are going well and start to pace their team...
Tuesday, August 15, 2006
Dave Anderson - Your first job is to determine why he is negative. Oftentimes, a top performer becomes disruptive to get your attention....
Tuesday, August 15, 2006
Dave Anderson - Without meaning to, you can create a fight in the sales process from the moment the prospect sees you...
Tuesday, August 15, 2006
Dave Anderson - Work as hard on yourself as you do on your job and you will continue to reach new performance levels...