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PCG Bootcamp: The 7 Habits of Highly Effective Internet Salespeople

HEY!  I'm going to be hosting a session at next week in Las Vegas for Brian Pasch on THIS VERY SUBJECT, so I've resurrected this blog to help set the stage.  For example, do you hire the right people?  Do you know how to measure them?  Do you know how to PAY them?  And do you know how to keep them?  All topics for my session!  Register and attend!  :)  Thanks!  Keith

1) They get the online shoppers from leads and calls into the store; they answer the shoppers’ questions but still build urgency and make appointments.

2) They are great on the phone and depend on it for success; they know that email is best as merely a strong, personalized riff on a template and that it faces many hurdles (SPAM, attention, etc.) to just be seen by the shopper.  Even those shoppers who ask for contact don’t often see it by email.
3) They are their own commercial.  They use things like short, personal video invitations and video walkarounds to establish connection and rapport with customers before they come in.
4) They understand that the store’s reputation online is first seen by shoppers but first built by sold customers, and they work very hard to add positives to that online reputation from every customer they can.
5) They keep strongly to an effective, standard follow-up schedule—not just by email, but also more importantly by phone.
6) They aren’t shift workers:  They are available for a quick few minutes of phone/email whenever they can, not just “open” hours.
7) They are great salespeople in person!

I tried to keep it simple, and many props to Mr. Covey for the years of great reads and education--and for the riff on his title that I myself made here. 
by Keith Shetterly, Copyright 2011
All Rights Reserved


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Comment by Ralph Paglia on May 8, 2012 at 8:53am

Keith's list contains 7 items that most of us will agree are essential to the most productive and effective sales professionals in the auto industry...

Comment by Keith Shetterly on November 30, 2011 at 2:50am

Thanks Tom!  This has gotten a lot of response from dealers, and I hope they all can use it for a positive.

Comment by Tom Gorham on November 29, 2011 at 9:01pm

I love this Keith.  I tried just now to choose the most important one and couldn't.  Copying and pasting into an email for the sales staff!  Thanks!

Comment by Keith Shetterly on November 26, 2011 at 8:52am

Thanks Joe!

Comment by Joe Webb on November 26, 2011 at 8:45am

Some great "habits" here, Keith.  

Here are a few other very important traits:

  • Works well with others
  • Personally motivated, not by money, but by success at a job well done
  • Has the ability to put together well-worded emails with well-thought-out replies and no grammatical or spelling errors consistently
  • Understands the consumer's mindset and adapts each instance to better aligns the offerings to the customer's desires.

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