Monday, January 25, 2021
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salesperson

5 Qualities Every Successful Salesperson Needs to Have

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Want to improve your sales capacity? While some salespeople have an innate sense of how to rise above the pack, the truth is anyone with desire and patience can learn to be a fantastic salesperson. They do this by identifying what makes a great salesperson great and then developing those qualities within themselves. Here are […]
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OEM

How Well Do Your Employees Know Your Dealership’s OEM?

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Working in a dealership requires dedication and commitment. Whether a GM, a salesperson, or even a lot technician, the day-to-day objectives of each position in the dealership demand hard work and attention to detail. There is little time to think about anything happening outside of the dealership. The primary objectives usually revolve around putting people […]
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Newscast

What Kind of Salesperson Are You?

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Although there will be some people who will tell you otherwise, the honest truth is that there is no magic way to make sales that is foolproof. There are many different ways to appeal to customers, and if you’re new to sales, are stuck in a rut or just want to improve your technique it’s […]
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success

Demand Success – Building a Winning Sales Team (Part 4)

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On prior episodes in this series, Tom talked about hiring, recruiting, and training practices as well as maximizing your CRM by managing your client base properly. Today, Tom talks about how you need to demand success from yourself as a salesperson and from yourself as a manager. How do you demand success? It’s management 101… starting […]
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success

Building a Winning Sales Team (Part 3)

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On prior episodes in this series, Tom discussed how to attract better people, the interview process, the training process, and how to get the best comprehension and skillset from your initial training. Today, Tom discusses how to utilize the CRM to build a winning sales team. There’s no dealership in the business that has a staff […]
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EMI

Want to Be a Top Performing Store? EMI is an...

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The Cardone Group has always promoted the advantages of early management intervention (EMI) and yet it remains an area where many stores underperform. The phenomenon of managers making contact with clients early on in the process is very important, albeit underestimated. J.D. Power has used mystery shops and financial statistics on profitability to document this, […]
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Mark Tewart

Your Dealership’s Structure should Be High tech, High touch –...

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Industry trainer Mark Tewart recently sat down with CBT Automotive Network to discussed where the direction of the industry is heading. As we learned that it’s just as much a guessing game for him as it is for anyone else, he lets us in on some patterns he’s noticing and his general assessment on the best […]
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The Joe Verde Group

Why Dealerships Should Consistently Train Their Staff- Eric Edwards, The Joe...

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Among this digital driven world Dealerships spend a lot of money on the technology that drives them. Eric Edwards, Trainer with the Joe Verde...
service contract

Planting the Seed for the Service Contract

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Why It’s a Mistake Having been on both sides of the aisle as a Salesperson and F&I Manager, I have my own experiences and stories that have absolutely convinced me that it is a mistake to have the salesperson set up their customer by planting the service contract seed. The truth is, no customer walks […]
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Steve Stauning

Steve Stauning: How to avoid the steps to the sale...

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  As a dealership, you have salespeople who know a lot about the customer’s buying process and how to initiate it. Steve Stauning, author, contributor to CBT Magazine, and founder of SteveStauning.com, says knowing the problem isn’t the issue. It’s causing the problem in the first place that’s not getting the job done.
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