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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I am amazed people do not know this …

The Rules Today’s article is a short one, but one I think you will find useful. As you may know, I work predominately in the Motor Industry with Individuals, Teams and Organisations who want to improve performance and unlock the...
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Elephants Can’t Dance?

I had never heard this one before, and to be honest never considered the subject… Can Elephants Dance? Who knows?   Anyway I came across this question when working in Croatia last week. I had the privilege of facilitating a...
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No Compromise?

Never compromise on Excellence   Hi – I am writing this week’s article from my sunbed in sunny Tenerife But I have just been having a conversation with a guy from the motor industry in Europe and on researching him...
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What can we learn from Speed Dating?

Speed Dating to Sell Cars – Really? If you don’t get a date when you go speed dating then you are doing something wrong! I was in conversation with one of my marketing team this morning and she was asking...
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Three things that mark you out as a Dinosaur!

Ok let us be honest here, unless you are still in your teens you will have recognised we live in a changing retail world. But, the funny thing is the older we get the more stuck in our ways we...
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Would you accept the invitation?

Service plans have benefits both for those selling the plans and the customer. In this article, we’re going to be looking at these benefits, along with how you can get more people to take up your service plans. “How do...
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