Tuesday, November 30, 2021
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F&I

4 Ways to Ace the Customer F&I Interview

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Making sales in any industry requires knowledge of what makes your customer tick, what their ‘pain points’ are, and being able to apply that knowledge to show them how your product helps them. But in F&I, how do you find all that out when you are NOT the first person the buyer interacts with? The […]
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career

Why You Need to Make a Career Decision

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On this week’s episode of On the Mark, Mark Tewart explains how making a full commitment to your career as a salesperson is the only way to truly succeed in the automotive industry.   VIDEO TRANSCRIPTION: Speaker 1: You’re watching On the Mark, with Mark Tewart. Mark Tewart: Hi, I’m Mark Tewart. Welcome to On […]
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stopping the clock

The Importance of Stopping the Clock

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 Things like meeting the customer at the salesperson’s desk, or simply shaking their hand, can be essential to your process. On today’s Tip of the Day, Becky Chernek discusses the importance of “stopping the clock.” VIDEO TRANSCRIPT: Welcome to the Tip of the Day on CBT. I’m Becky Chernek. You know, I can’t begin […]
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customer

With Today’s Informed Customer, Do You Still Have Game?

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Have you ever watched any of the popular televised poker tournaments like “World Series of Poker” or “Celebrity Poker Showdown”? If so, you have probably noticed how the players protect their cards from view at all times. Not only do they protect their playing hands from being seen, they all have some kind of ‘poker face’ […]
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sales meetings

Making Sales Meetings Productive

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As all of us in the car business know, there are sales meetings and then there are “sales meetings.” When it comes to the scheduled weekly or monthly meetings, most of the time the temperature of the meeting depends on how things are going in sales that week.  This is especially true around the end […]
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orphan owners

How to Effectively Handle Orphan Owners

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 On today’s episode of the Tom Stuker Show, Tom talks about how you can effectively handle orphan owners, people who have bought from your dealership whose salesperson is no longer with you.
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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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