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Tom Gorham's Blog Posts Tagged 'management' (5)

From the Trenches – Your People Work For You (and themselves)

I've been on the Internet side of this business for 14 years.  The first portion of that time was spent trying to get buy-in from top management.  The last portion has been spent getting buy-in from the sales staff.…

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Added by Tom Gorham on December 16, 2012 at 3:00pm — 10 Comments

From the Trenches - We WERE the Sultans of Swing

 

For all of us who remember the sales floor before the Internet, we remember when we were King.  We knew more about selling cars and had more information than any customer.  We manipulated the customer like a piece of clay.  We made huge commissions off of customers that had no idea what they should be paying for a car.  Dream of forever.

Those days are long ago and far away. …

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Added by Tom Gorham on May 19, 2012 at 7:00pm — 23 Comments

From the Trenches - Who do you want to be?

 

Nobody expects the average salesperson to be able to do what the guy in this video (Ken Beam) does, but this is why he is a top salesperson and gives his competitors a run for their money.  What are you doing to be competitive in this business? 

 

I don't know Ken personally but I believe Ken knows that the Internet is his gravy train. …

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Added by Tom Gorham on April 6, 2012 at 5:00pm — No Comments

From the Trenches - What To Do About A Bad Review

What To Do About A Bad Review

We’ve all talked about bad reviews and what to do about them. The consensus is that you answer them in a constructive way that shows others that you are concerned about an unhappy customer.

Asking that customer to contact you shows you are ready to try and find a solution to…

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Added by Tom Gorham on October 27, 2011 at 10:00am — 74 Comments

From the Trenches - The Unfortunate Truth About Dealer Reviews

One of the pioneers of gathering user input to utilize reputation as a selling tool for its members online was eBay. It was intended to steer the user away from sellers who might have given former buyers a bad or poor experience. It worked. Amazon institutionalized the idea. I loved it! I purchase from Amazon regularly and never purchase from anyone with less than a 5-star rating. I loved it … as a consumer.



I remember one day I saw an article by Ralph… Continue

Added by Tom Gorham on September 30, 2011 at 2:35pm — 34 Comments

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