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Keith Shetterly's Blog – May 2011 Archive (6)

Shetterly's 3 Laws of . . . Sales Calls

1) Rapport Gets'em in the Door:  Smile!  Shoppers buy from people they like and trust, and that process begins from the first moment on the phone.  Be and sound happy and interested, and they will be, too.  They can see your smile through the phone, and always give it to them--so that they want to come see…


Added by Keith Shetterly on May 28, 2011 at 10:30am — 1 Comment

Shetterly's 3 Laws of . . . Internet Leads

1) Don't Forget to Still Answer the Sales Calls Correctly: An inbound sales call on average is much more valuable than an Internet lead. Studies show that nearly 8 out of 10 shoppers who contact us from our web presence call us for that first contact. Just…


Added by Keith Shetterly on May 27, 2011 at 9:30am — 8 Comments

My Online Vehicle Advertising Gorilla Ate My Digital Homework

Silly title, yeah, but here's my point:  Is Autotrader's purchase of VinSolutions the "death knell" for other Website/CRM/Digital/etc. vendors in automotive?  Do I need do no more study or market homework for tool…


Added by Keith Shetterly on May 26, 2011 at 9:00am — 2 Comments

Letters and Mother's Day

One of my very good childhood memories is Mom writing Granny (her Mom) letters and Mom also getting letters from Granny.  Mom and Dad had moved us to Ohio for the better life that came then from factory work, so at the time we were far away from Granny back in Tennessee.  The telephone was still expensive and unreliable way back then, and Granny's phone was also a party…


Added by Keith Shetterly on May 8, 2011 at 9:30am — No Comments

Shetterly's Three Laws of... Women Buyers

1) Hire some women!  Women buyers will, on average, prefer to buy a vehicle from another woman when they can--and women salespeople are awesome.  By the way, women salespeople will do a great job with male buyers, too.

2) Smile and understand their power.  Lots of women are on their own and earning money these days,…


Added by Keith Shetterly on May 5, 2011 at 1:00pm — No Comments

Shetterly's Three Laws of... Excellence

1) Mediocrity is a habit; excellence is a choice.

2) The ability of a competitor does not govern your…

Added by Keith Shetterly on May 2, 2011 at 3:00pm — 4 Comments

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