Wednesday, December 2, 2020
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relationship

Studies Show Key to Selling is Relationship over Product

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The J.D. Power 2020 U.S. APEAL Study rank automakers based on how excited and emotionally connected people feel to their new cars. Of a possible 1000 points, the spread between first and last position is only 50 points. In the J.D. Power 2020 Initial Quality Study, fewer problems are reported in the first 90 days […]
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COVID-19

Staying Successful in the Showroom During COVID-19

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On this week’s episode of the Saturday Morning Sales Meeting, David Lewis talks about selling cars during the COVID-19 pandemic and some of the measures you can take to make customers feel comfortable in the showroom.
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questions

The 3 Questions Every Customer Wants Answered Before Saying “Yes”

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When we’re selling a product, service, or idea, we must make the case in the consumer’s mind on why they need it. It doesn’t matter what it is — a vehicle, a candy bar, or the idea to try a new restaurant for dinner — we must convince our customers that their lives will be better […]
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car buying

Selling the Car Buying Experience: Five Ways to Better Engage Customers

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Think about the last time you spent money on a large item, what made you feel comfortable making the final purchase? Was it the price, did the quality of the product inspire you or was it the overall purchasing experience? For you, it was probably all three. However, currently, customer experience is reigning supreme. Did […]
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customer-centric

Customer-Centric Selling

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Today’s industry is all about customer centric selling. On today’s Saturday Morning Sales Meeting, Mark Tewart discusses how to have your best Saturday ever by focusing on the customer and not yourself.
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selling

The Three Steps to Selling

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On this week’s episode of On the Mark, Mark Tewart talks about defining customer beliefs, agreeing with the customer, and and merging your beliefs with the customer in what he calls the “three selling steps.”
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dealership

Advice for Buying or Selling a Dealership

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On this week’s episode of Kain & Co., David Kain talks to Hal Feder of Murphy Business & Financial Services about what advice he has for buying and selling a dealership. The two go over the role a broker plays in the dealership selling process, how you should prepare your dealership when selling, and much […]
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deal

The 7 Most Effective Words for Closing a Deal

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If you have been in the car business for any length of time, you have most likely heard of a concept taught by some as the ABCs of selling. This teaching infers that during every step in the sales process you should Always Be Closing the sale, in your mind and in every action you […]
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sales

Modern Sales Methods that Will Keep Your Dealership Profitable

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Just like most fields, sales is an endlessly evolving industry that has seen many different methods throughout the years. Customers oftentimes seem unpredictable and salespeople are unsure what approach to take with many of them. There are many different sales methods and it can be difficult to choose which one to use at various times, […]
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selling

About Selling, Closing And Negotiation…

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Because most of us got zip for a real education in selling, closing, negotiating and the other critical skills – we defaulted to developing our own hit & miss closes based on bits and pieces of what we heard. My first 5 years I couldn’t sell, or close or negotiate. Yes, technically I did those […]
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