Monthly Archives: August 2013

If You’re so Good…Why Don’t You Get All the Business?

People buy from people—we’ve all said, or at least heard, that at some point! But, have you ever thought what message do you send out to your customers and prospective customers? Is your business purely transactional? Do you just offer...
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Why the lack of ‘Theatre’ in your process is costing you business

It’s a term that I’ve been using a lot recently, and it came about because although I specialise in the motor industry, I also work with a company that sells hot tubs. They do most of their business at exhibitions,...
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How to make more profit from your Used Car Appraisal Form

The number of Salespeople and Managers who don’t understand the importance of the used car appraisal is staggering. So for the purpose of this blog post, I want to talk about how dealerships can use the appraisal form to reduce...
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Do you make these 3 common mistakes when negotiating?

Most people think that the negotiation is the most important part of the sale, and it’s difficult to disagree with that. But what constitutes a negotiation? Standard sales training sets out 10 steps to the sale – meet and greet;...
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