Selling Strategies

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Selling Strategies
The Value of Portfolio Thinking

The Value of Portfolio Thinking.

You can tell a true sales professional by the number of repeat and referral customers they sell each month. It’s one thing to sell a customer one car, but to follow up regularly and earn repeat purchases, that takes portfolio thinking.

Portfolio thinking looks beyond today’s potential commission, and instead looks at the potential of the customer and their referrals over multiple purchases.

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Selling Strategies
The Value of Process

The Value of Process – the systems and steps that we take each day to intentionally create appointment success.

In the past, success in the retail car business was often a result of the showroom skills and the personalities of the sales team. Today, that’s not enough to create success, as most customers want help before they visit the dealer’s showroom.

Showroom skills and personality are most effective when they are added to great appointment making skills and to effective selling processes.

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Selling Strategies
The Value of Being Prepared

Being prepared is more than how we prepare for our customer’s showroom visit.

It applies to how we maximize each day by reaching out to past customers when we make our daily portfolio calls.

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Selling Strategies
The Value of Being Proactive

In the past, automotive sales teams were able to create success by being re-active, rather than pro-active. Sales Professionals typically came to work to wait for customers. But today, customers no longer need to go to a dealership to get information on vehicles, or in some cases even to purchase a vehicle.

Now we must be pro-active to succeed. What does this mean? It starts by coming to work, to work, not to wait.

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Selling Strategies
Strategy with Jason featuring Jeff Williams

Jeff Williams joins Jason and Glenn on this episode of Strategy with Jason to explore the current status of the automotive industry and how dealers can get ahead of the curve as economies start to open up again.

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Selling Strategies
Stay in Touch

Here are a few things that I learned from these dealers who chose to keep talking to their customers during the pandemic. Many of these dealers sold cars, in some cases quite a few. But that wasn’t their goal. They simply wanted to build goodwill with their customers.

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Selling Strategies
The Challenge of Margin Compression

The “margin struggle” for car dealers today is really the battle to de-commoditize the car buying process by delivering a high-value customer experience. Dealers need to construct their sales process around their customer’s three buying decisions.

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Selling Strategies
Delivering a Customer-centric Sales Experience

As we explained in the last two articles, sales team staff dynamics have drastically changed. So have consumer demands, and so has the market. So what hasn’t changed? Three things: Gratitude, value, and confidence.

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Selling Strategies
Developing an Appointment Culture

In times of change, a higher level of sales leadership at all sales management levels is needed to navigate the changes, to equip the sales team to thrive and to deliver an acceptable return to the dealer. Effective sales leadership means developing three key leadership characteristics – vision, courage and clarity.