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Handling Objections – Video Blog
Objections are a normal part of the sales process. Join Bob Clements as he shares the importance of objections and a simple way to overcome the objections of...
Follow Up to Close More Sales – Video Blog
As I work with salespeople in our Dealer Success Groups, I always find it interesting that in most cases the biggest difference between the top salespeople and those that are struggling has little to do with product knowledge or closing skills. The biggest...
Expanding Your Marketing List
I was recently visiting with a dealer about how to expand his marketing list. He was excited to start putting more time and energy into marketing his dealership, but he didn’t know where to start. If we are looking for an easy place to start, that costs us nothing,...
The Parts Department Target Market
One of the most common misconceptions dealers have is what type of person actually represents their target market or customer. Often, a dealer thinks their typical customer is someone just like themselves; but that is rarely the case. Just to be crystal clear, in...
Marketing- Where To Begin
“I’m trying to put together a marketing schedule, where do I even begin?” a dealer asked me after a recent National Dealer Meeting. It can be overwhelming to decide where to spend your marketing money. The stakes become even higher when you don’t know what you are...
Parts Department Marketing
Each department in your dealership requires a different marketing plan. While some of your customers may cross over from department to department, the fact remains that each department offers a completely unique product. While all of the marketing in your...
Using Positioning and Differentiation to Strengthen Customer Base
Most people know I like to have fun when training and I work to get everyone, whether they are in service, parts or sales, to understand the dealership has one purpose which is to make obscene amounts of money. Each person on your team should understand that there...
Avoiding Common Sales Mistakes
In spite of the various shelter in place orders by the states, most of our dealers are finding their year is either just slightly off of their projections or on target with what they were hoping for. While that is good news for the industry, no one knows exactly...
Phone Basics in Your Dealership
With everything that is currently going on in dealerships, nothing is more noticeable than the phones ringing off the hook. With each state, county and city having their own individual rules on social distancing, showrooms being open, or parts being delivered...
Setting Up Commercial Accounts To Generate Additional Revenue
For many dealerships, the commercial accounts that you service lack a dedicated and effective process. Your commercial accounts may include a golf course, a landscaper, a larger farmer, or a local government or municipality. Regardless of who it is that you are...
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