car sales – DealerRefresh | DealerRefresh Automotive Dealer Forums

Best Practices Dealership Operations & Processes

Assumptive Selling

Assumptive Selling Certainly, you’ve heard the saying: When you assume, you make an ass out of ‘u’ and ‘me.’ Cute, even funny… but not at all applicable in sales. Not today. The typical car buyer today has already gathered all the information before they ever step foot on your lot or pick up a phone …

Best Practices Opinions & Advice

How Defection Rates Can Contradict What You Think About Your “Best” Sales People

What you don’t know can’t hurt you. It’s a euphemism we all know and we’ve all used – even if ironically. According to the experts at the Oxford Dictionary, the saying dates back to 1576 where it appeared in a book titled A Petite Palace as “So long as I know it not, it hurteth …

Best Practices Dealership Marketing

Is that Sales Resume Lying to You? Let’s find out!

All of us have made hiring mistakes. Lots of them, in fact. STOP! My experience in interviewing automotive sales talent has taught me that the vast majority of hiring mistakes can be nipped in the bud at the resume review. There are a number of things to consider when reviewing an automotive sales resume: Resumes are …

Best Practices

The 4 Words That Make Sales Managers Sound Stupid – REPOST

There are four words that are said by Sales Managers around the nation. These happen to be the very same four words that are the bane of every Internet Sales Manager and BDC Agents’ existence. They hear it from their Sales Managers endlessly and with each utterance, your Internet team grows a little more frustrated. …

Best Practices

Handling the “Best Price” Question Over the Phone

Can You Handle the BEST Price Question? As I travel the country training automotive sales professionals on the proper techniques for handling phone shoppers, I am often asked the price question. “Jerry, how do you handle the customer who just wants the best price over the phone?” Well, that’s a great question and I address …

Best Practices

10 Reasons Sales People Fail

Lets face it, not everyone is cut out to make it as a salesperson just like not everyone isn’t cut out to be a teacher, policeman, parent or CEO. After 25 years of delivering sales training programs, sales tips, sales strategies, delivering thousands of live sales seminars and creating sales programs that have changed the …

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car sales – DealerRefresh

Assumptive Selling

How Defection Rates Can Contradict What You Think About Your “Best” Sales People

Is that Sales Resume Lying to You? Let’s find out!

The 4 Words That Make Sales Managers Sound Stupid – REPOST

Handling the “Best Price” Question Over the Phone

10 Reasons Sales People Fail