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All ADM Blog Posts Tagged 'sales' (909)

Lead Generation = Dollar Creation

All businesses are built on two areas of competency – people skills and marketing skills. Many sales people who are more than adequate in their sales and people skills are struggling today. The reason is most sales people lack enough opportunities with customers. Lead generation = dollar creation

 

As a sales person you are in business for yourself. Having a mentality of being the CEO of your company is crucial to developing your business. The dealership signs your check, and…

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Added by Mark Tewart on November 28, 2013 at 12:00pm — No Comments

Five Tips for Beginning Sales People

1. Educate Yourself

Don’t wait for managers or anyone else to give you the sales education you need. Unfortunately, the automobile industry has been stuck for years in a, “Throw them in and see if they can swim mentality.” Some dealerships take new recruits to a meeting room and have them watch training tapes for a day and expect them to be trained. Neither of these options will increase your odds for success.

 

Begin a massive self-education program that will…

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Added by Mark Tewart on November 27, 2013 at 12:00pm — No Comments


Influencer
Black Friday: When $50 is greater than $1,000

Black Friday is the busiest shopping day of the year. People start lining up for sales hours and sometimes days in advance for an opportunity to purchase a television or other hot holiday item and save money. For many, it’s the thrill of the hunt. However, it’s estimated that consumers will…

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Added by sara callahan on November 27, 2013 at 4:04am — No Comments

The Power of Action

I was recently invited to be a guest lecturer for an entrepreneur class at the University ofCincinnati. In the question-and-answer portion of the program, the professor asked me to sum up what I felt was the most important message I could stress to the class. My reply was one word – ACTION.

 

At a sales seminar I was giving, I was going over low- to no-cost marketing strategies designed to increase leads for sales people. At the first break after the marketing section, one of…

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Added by Mark Tewart on November 26, 2013 at 12:00pm — No Comments

Setting Something Free Doesn’t Mean It’ll Come Back

I am sure many of you will have heard the saying “If you love something, set it free. If it comes back, it’s meant to be.” While this may be good advice for relationships, it’s certainly not good advice for business. A recent whitepaper…

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Added by Mike Gorun on November 26, 2013 at 9:00am — No Comments


Influencer
Sales = Touchdowns

I was watching football Sunday and I got to thinking about the job of a receiver. I decided a receiver has three jobs:

 

1.        Catch the ball

Nothing positive can happen until the receiver completes the catch.

 

2.        Try to make additional…

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Added by Al Mosher on November 26, 2013 at 5:48am — No Comments

Building Your Business

Have you made the commitment that automotive sales is your career choice? Unless you commit, it’s impossible that you will take the necessary steps to create the business you desire. Long-term thinking in addition to short-term goals are keys to continued success.

 

When you first enter into a sales position, 80 percent of your time is spent acquiring customers and 20 percent of your time is spent maintaining those customers. Eventually, with the right efforts, that model…

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Added by Mark Tewart on November 25, 2013 at 12:00pm — No Comments

Find Your Hidden Wealth

What is hidden wealth? Hidden wealth is an unused, dormant or under utilized part of your business that contains great value. All businesses have at least one hidden wealth. Even the best businesses in the world contain hidden wealth. The key is to determine your hidden wealth and begin to mine the potential gold that lies therein. All businesses are different. Each business should require their leaders to conduct a concerted effort of introspection and egoless honesty to determine what…

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Added by Mark Tewart on November 22, 2013 at 12:00pm — No Comments

Fake It Till You Make It

You are who you decide to be at any given moment. It does not take money, a degree, a certain age, a certain appearance, tons of experience, knowing the right people, past success or any other qualifying factor that you may be currently using as a subconscious roadblock to your desired success. Your belief system creates your results both past and present. If your current belief system is not what it should be to support your success, you must fake it, till you make it.

 

If…

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Added by Mark Tewart on November 21, 2013 at 10:00am — No Comments

You Can Make Things Happen

Thoreau once said, “Things don’t change, people do.” If things are to happen, you must make them happen. Good people and businesses always make things happen. Let’s look at the essential rules of making things happen.

 

Rule 1 – Always have a CEO attitude – You must start by taking responsibility for all things both good and bad. Accept that your company signs your check and you fill in the numbers. Your own personal philosophy, which is determined strictly by…

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Added by Mark Tewart on November 20, 2013 at 12:02pm — No Comments


Influencer
Are your Advisors "Helpful" or "Professional"?

Helpful…or Professional…which of these sound better?

If you are like a lot of Dealers and General Managers hiring “helpful” people always seems to be the right call. The belief is that you can develop someone into becoming a Professional. While I don’t disagree with this practice, what I find all across the country is the opposite of helpful or Professional.

Because we train all across the country, we have exposure to every make and model of vehicle in every kind of Dealership,…

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Added by Leonard Buchholz on November 19, 2013 at 5:08pm — No Comments

The Difference Maker - The Trade-In

Think of how much selling vehicles has changed in the last several years. Now think of what is being taught in most dealerships regarding the road to the sale. Considering the education and interaction that occurs before the customer ever gets to the dealership, most sales training is outdated. One key difference maker can be the customer’s trade-in.

 

I am not referring to the trade value in monetary terms, but in informational and relational terms. Let’s examine a few facts.…

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Added by Mark Tewart on November 12, 2013 at 9:00am — No Comments

Don't Drink the Water

Traffic is better, sales are up, profits are high, dealers are buying at NADA and the whole world is rosy. Don’t drink the water. I am not saying you should not be optimistic, and I am certainly not an economic forecaster coming with claims of doom and gloom. However, I am saying that your fortunes in the future will have a whole lot less to do with the economy than what business practices you put into place.

 

There is an over exuberance in dealer-land right now,…

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Added by Mark Tewart on November 11, 2013 at 9:00am — No Comments

The Road to a Sale is Broken - Revisited

Many years ago, I wrote an article titled “The Road To A Sale Is Broken.” Well, it’s not only still broken, it’s fractured beyond recognition.

 

Attention dealers: Take the time this week to review and rethink from scratch every step in your routing procedures. Review these steps from beginning to end, and review all team members involved both on the front line and behind the scenes. Review all the technologies you have and determine what is the most effective use and…

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Added by Mark Tewart on November 8, 2013 at 9:00am — No Comments

From No to Yes

Don’t you hate to hear your customer say “no”? You spend a lot of time and energy with a customer and when you get to the final stage of the sales process, the customer says the dreaded “no” word. You were all excited and hoping for a sale and then poof, the air goes out of your sails. The good news is that you can change from getting “no” answers to “yes” answers.

 

First, you must recognize that getting a “no” answer isn’t accidental or bad luck. When a customer gives you a…

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Added by Mark Tewart on November 7, 2013 at 9:00am — No Comments


Influencer
Your Sales Process is Wrong.......Dead Wrong

Most companies are using a sales process that dates back several decades. It was probably wrong then and it most definitely is wrong now. Now, don’t get me wrong. It’s not the process I object to; it’s some of the things you’ve been taught to do in it.

Let’s look at some of the bad advice you…

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Added by Al Mosher on November 7, 2013 at 3:30am — 11 Comments

The Death of the Traditional Dealership: Part 7

 “The more things change, the more things stay the same.” This quote can be an accurate reflection of most industries. With all the massive changes underway in the automotive industry, the majority of the industry operates in much the same way as it did 50 years ago.

 

One small part of an industry begins to change and reaches what Malcolm Gladwell termed in his book the “tipping point.” That tipping point allows the change to gain momentum and become norm for an industry. This…

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Added by Mark Tewart on November 6, 2013 at 9:00am — No Comments

The Death of the Traditional Dealership: Part 6

Everyday managers walk into their dealerships in the morning and start their day with tasks or TO-Do list items. Unfortunately, those items rarely involve direct interaction with their sales team. The ultimate place for managers to be is in front of customers and salespeople.

 

Salespeople need interaction and input. If a manager allows a salesperson to direct their own day by their own design without input and coaching, the results will often be lackluster and will lead to…

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Added by Mark Tewart on November 5, 2013 at 9:00am — No Comments

The Death of the Traditional Dealership: Part 5

The average dealership hires a salesperson and, after a brief introduction of paperwork, allows the salesperson to begin talking to and selling to their customers. Some dealerships may send the salesperson to a meeting room to watch a series of perfunctory training videos and then cut them loose on the showroom floor to sell. Either way, the day of unleashing an untrained salesperson on a well-trained customer is dead.

 

The days of counting on a steady stream of traffic and…

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Added by Mark Tewart on November 4, 2013 at 9:00am — No Comments


Influencer
Sales Training - How Often Do You Sharpen Your Axe?

Once upon a time there were two men who lived in the same forest and decided to have a contest chopping wood.  The first man was in good physical shape and very muscular.  The second man was in good shape but smaller in statute and wiry.  They would chop wood all day and at the end of the…

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Added by Al Mosher on November 1, 2013 at 5:51am — No Comments

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