Dealer Consultants
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How to be a great salesperson
A question every salesperson should ask all of their customers after they have picked out their desired model is, “Would…
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7 Steps to success
In the 41 years that I have been in the sales game I have heard and read about many systematic…
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$1 million cost of non-strategy
What is the cost of not having a clear marketing strategy, and how does it impact your business, whether you’re…
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Grandparents and back-to-school buying
Sure, you know parents spend bucks on back-to-school items for their kids, but what about grandparents? An interesting article, “Boomer…
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Why is the customer there?
One of my favorite questions I have for the class is: Why are the customers there? They easily give the…
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Selling electrics and hybrids to women
Recently, Harley-Davidson announced its “possible” entry into the electric moto-market, spurring a boatload of publicity about electric vehicles. Whether you…
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The Wow Factor
I am positive I do not need to explain the term Wow Factor. It is so important for a salesperson…
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Improving corporate and dealer synergy
I started my career at a dealership and remember sometimes thinking, “Why doesn’t the corporate office do THIS to make…
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Who will make the next sale?
While explaining my viewpoints on attitude, I always ask this question, “Who is going to make the next sale?” I…
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Don’t make ‘all I want to do is sell’ your mantra
It was an early morning meeting chaired by the SVP. There wasn’t any reason to anticipate fireworks this particular day…
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