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How to Find Sales Employees
When you think about sales people, what comes to mind? For most people, it’s words like slick, slimy, greasy, or con artist. Now tell me, who wouldn’t want to be a sales person when those words come to mind? As you are looking for salespeople, I think most dealers...
Showroom Strategy
Today’s largest customer segments, Baby Boomers and Millennials, are influenced by attractive, interactive showrooms. Their purchasing decisions are influenced by your brand as well as the layout and overall appearance of your showroom and outside displays....
Sales: Building Long-Term Relationships
Successful sales professionals take care to develop long-term relationships with their customers. They understand that the only way to consistently generate orders and increase business is through customer loyalty. This loyalty is built by continuing to monitor and...
Sales: Conveying a Professional Image
Great sales people aren’t great because they know everything possible about the products they sell. They are great because they have the ability to transfer the excitement for the product to the customers interested in the equipment they are selling. While it’s...
Sales- Creating Rapport
When you meet with a customer for the first time, you should create a comfortable selling situation for both you and the customer. This is called building rapport. It is your ability to relate to the customer and the customer’s ability to relate to you — a two-way...
Sales- The Qualifying Process
Sales- The Qualifying Process When selling, I’ve always found it useful to have a process in place to help determine if a prospect is someone I can truly turn into a customer. This is why qualifying is important; it allows you to determine how much time you should...
Questions to Self-Evaluate Your Service Department
Your goal is to be able to say “yes” to 6 out of the 8 questions. If you are having trouble answering “yes” to many of these questions, you may need to invest time to get your service department processes in place. Do you maintain an accurate accounting of all your...
The Secret to Flat Rating
So, why should we use Flat or Standard Labor Rates (SLR)? It’s good for both you and your customer. From the customers perspective, it gives them the ability to know what the charge for the work is going to be regardless of the technician’s skill level. If they...
The Nuts and Bolts of Technician Pay
In the compensation programs we recommend, the tech is paid an hourly rate based on their level of experience and the dealership location. For example, in the Midwest, a C-level tech might make $8-$10 dollars an hour. A tech in the Boston area, however, might need...
3 Tools For the Efficient Service Technician
When visiting dealerships, owners & managers often ask me, “What can we provide the techs to help make them more efficient?” While there are plenty of things that we can provide techs, there are three key items that can prove very beneficial to the overall...
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