‘It’s all about the backend …’

ARE HUNTERS ON THE WAY OUT…? We all know the comparison between ‘Hunters’ and ‘Farmers’.  Traditionally we look for a team of very hungry hunters for our sales teams because they are the ones who will get the results in...
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Even When it’s Raining …

This week I wanted to share some observations from the second of the men’s 110-metre hurdles heats at the 2016 Rio Olympics. The rain was pouring down as the competitors lined up and it was expected that Deuce Carter from...
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“What Alex revealed to Harvard could help your front-line performance ….”

When I talk with Dealers, Dealer Groups or Manufacturers at senior management level, there seems to be a feeling that the people at the front of the aftersales department are the people who are the bottleneck for business development –...
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The Top Four Ways to Increase and Convert Red Work from a VHC

Every dealer should be doing a Vehicle Health Check (VHC) on EVERY car. VHCs are important not only from a legal ‘duty of care’ point of view, but also from the point of view of customer service and of course...
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Do you need to Update your Sales Process with an Agenda?

Is your Sales Process up to standard? It’s a question that concerns many Dealer Principals and Sales Managers, not just in the UK but all over the world. I am often engaged in conversations with regard to how the sales...
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The F-Word

I was privileged to witness a presentation by a senior analyst from Google this week and was enthralled by the content of his presentation. I was also surprised by how many people just didn’t get it! His title was the...
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What to say after you have said Hello …

It’s always a bug-bare of mine that seemingly experienced salespeople still get stuck right at the beginning of the sales process – just after saying hello… A typical ‘meet and greet’ is –                 “Hi, are you ok there? Is...
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5 Points of Influence

When people arrive in your showroom, they have a limited agenda. I think it is generally well accepted that they are further down the ‘buying journey’ than pre-internet days, and it really is time we stopped harping on about that....
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Do you know what Fred knows?

Who is Fred? Read on… Do they sell or serve? So, I’ve been in a few conversations recently where people have been discussing how good today’s salespeople are and how effective they are at actually ‘selling’.  Do they sell or...
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The internet isn’t all that ….

A Changing World We do indeed live in a changing world. The whole retail landscape has changed. Prospects arrive in our business better informed. The internet provides all the information you need to buy a car. SEO is important. Your...
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