The Art of Building Rapport

Please click above to watch the video We all tend to think that because we are salespeople, we automatically build rapport because we feel comfortable talking. Quite often, we are pushed into sales because someone has said we have "the gift of the gab". There is an...

Getting Warranty Parts Installed

Please click above to watch the video When visiting dealership after dealership, one of the glaring opportunities we discover, is “dated customer warranty parts” sitting on the shelves, on racks in a C-can storage unit, or in the back-warranty room. When asking...

Selling Apples and Oranges

Please click above to watch the video No matter how you slice it “no pun intended” selling apples and oranges is a skill set. To be a successful salesperson, and yes, we are salespeople even on the “Fixed Operations” side of the wall, there is a skill set that is...

Make the Connection

  Please click above to watch the video The Feature/Function/Benefit step, along with Demo, are the 2 main steps of the process where we are truly "selling". We do this my describing the feature (what it is), explaining the function (what it does) and selling the...

Know your stats!

Please click above to watch the video. We live in a competitive world, and we all work in a competitive field - sales. So, how do we match up? Do you even know your own numbers, never mind your competition? Many salespeople and sales managers do not know a lot of the...

Driving shop efficiency through time management

Please click above to watch the video It’s already started, 30 days into the new year, and we are already discussing shop efficiency. Typically, the conversation is about getting more techs, getting our techs certified and getting the techs to speed up their work…that...

What do our Internal Customers say about our business?

Please click above to watch the video Most of us owners, GM’s and department managers understand the theory of two types of customers, external and internal.  Yes, internal customers meaning our employees. We as an organization or dealership spend a lot of time and...

Creating a sense of urgency (Pt 2)

Please click above to watch the video Continuing on from the last video, this video takes us through how to continue to create urgency with the feature, function, benefit presentation. Our job as salespeople is to help our customers take mental ownership of the...

Create a sense of urgency

Please click above to watch the video It is our job as salespeople and managers to create a sense of urgency with our customers, so they can enjoy the "buying fever" - it is a thrill to make a large purchase, and by creating a sense of urgency, we encourage customers...

Wrapping up a Communication Present!

  Please click above to watch the video Keeping with the holiday spirit, I thought I might suggest a “customer holiday present” …. yes, communication!!! When you think about it, how enlightened, joyful, and kind hearted do our customers get, when we execute…...