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Defensiveness With Customers

Avoiding Interactions That Can Lead To Conflict And Defensiveness With Customers

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Dropping these five questions and statements from your sales approach is a great start. BY DAVID LEWIS To some in the retail automotive industry, customers...

CBT News – September 30, 2015

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On today's show: Paul Tully, General Manager at Mercedes-Benz of Buckhead in Atlanta, shares whether he believes no-haggle selling will become the norm Sales Tip...
Customer’s Fear

Take Away A Customer’s Fear Of Buying With A More Positive...

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Dealerships only undercut themselves with high-pressure, high-fear tactics that are out of touch with informed buyers. BY DAVID LEWIS Having spent nearly 30 years as...

CBT News – July 23, 2015

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On today's show: - Gary Tucker, CEO of DealerRater, explains how you can speed up your review collection process - Sales Tip of the Day with...

CBT News – June 11, 2015

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On today's show: - President of Kistler Ford, Bobby Jorgensen, explains how their non-commission sales process attracts a new segment of sales talent - Sales Tip...
Setbacks At Your Dealership

Train Yourself To Stop Using Excuses For Setbacks At Your Dealership

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Until you start to view obstacles as inevitable and deal with them directly, your business will not go far. BY DAVID LEWIS “Ninety-nine percent of...

CBT News – May 13, 2015

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On today's show: -  Sales motivator, trainer, and author Jeffrey Gitomer explains 3 things any salesperson can do to be successful - Sales Tip of the...
Leadership

What is Leadership?

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Not everyone is chosen to be a leader, but those that are realize their success lies in the success of the people they lead....

CBT News – April 15, 2015

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On today's show: - Dealer Training Manager for Cars.com, Jack Simmons, discusses how to get more service center online reviews - Sales Tip of the Day...
Trial Closes

Trial Closes – What Do They Really Accomplish?

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Trial closing pits the salesperson against the customer and, in the end, creates negative tension that could have been avoided. BY DAVID LEWIS Anyone who...