Professional Selling – Automotive

Tom Hopkins

Many automotive salespeople who haven’t yet reached the professional stage think professional selling is exactly the opposite of what it really is. The post Professional Selling – Automotive appeared first on How to Selling Skills. Related posts: Automotive: The Profile of a Top Sales Person. The Buyer Interview in Automotive Sales. Activity Breeds Productivity in Automotive Sales.

Automotive: The Profile of a Top Sales Person

Tom Hopkins

The post Automotive: The Profile of a Top Sales Person appeared first on How to Selling Skills. Related posts: The Buyer Interview in Automotive Sales. Activity Breeds Productivity in Automotive Sales.

The Buyer Interview in Automotive Sales

Tom Hopkins

Related posts: Activity Breeds Productivity in Automotive Sales. Automotive Selling Skills auto sales automotive sales car sales making people comfortable Qualifying sales skills selling skills

Activity Breeds Productivity in Automotive Sales

Tom Hopkins

Automotive activity chart auto sales automotive sales car sales productivity selling carsWhat are you going to do today that will lead to more sales? If you have a list of business-building activities to complete, wonderful! If you do not, let me show you one that has worked for others for many years. Early in my sales career, I identified activities I could do during non-client times [.] Related posts: Activity Breeds Productivity in Network Marketing.

First Impressions Are A Two Way Street In Automotive Sales

SalesGravy

It’s common knowledge: automotive salespeople don’t provide the same caliber of serviEvery employee at a dealership must begin to treat every guest as a buyer. Otherwise, your people will continue to stop sales and your customers will go elsewhere.

Body Language Buying Signs

Tom Hopkins

Automotive automotive body language presentation skills selling cars vehicle salesWhen it comes to recognizing body language clues from prospective clients, you must be like a detective. You ask questions relating to their situations, their needs, their likes and dislikes.

Arouse Emotions in Auto Sales

Tom Hopkins

Automotive auto sales automotive sales client contact Presentation/Demonstration sales closing sales skills selling skillsWhat is the emotional process that leads to the purchase of a new vehicle? It begins with a new development in the buyer’s self-image.

Avoiding Awkward Beginnings in Car Sales

Tom Hopkins

Related posts: Activity Breeds Productivity in Automotive Sales. Automotive auto sales automotive sales building rapport car sales making people comfortable selling cars selling skills vehicle salesWhen you meet someone for the first time in your dealership, your goal is three-fold. You want to get them to: 1. Like you; 2. Trust you; and 3. Want to listen to you.

Podcast: A Sales Reorg with 99% Customer Retention & 5% Rep Turnover

Sales Benchmark Index

The Enthusiast Network, founded in 1948, is a media company with the largest concentration of males between 18-34 within the automotive and outdoor adventure market. Dan Perry recently interviewed Matt Boice, Vice President of Sales Ops at TEN.

Episode #065: The Art of Being Present with Lisa Copeland

Jeff Shore

More about our guest Lisa Copeland: With over 25 years of proven success, Lisa Copeland is a dedicated pioneer in the field of automotive sales and brand strategy. She has been a trailblazer to revolutionize the automotive industry and has received many awards and recognitions along the way.

Top 10 Kurlan Articles on Sales Process:

Understanding the Sales Force

What Automotive Technology Teaches us about Sales Process. Understanding the Sales Force by Dave Kurlan. I write often about sales process. After all, one can't accurately predict outcomes to sales calls, meetings and cycles without a formal, structured sales process to follow.

Believing in Yourself as a Sales Professional

Tom Hopkins

Related posts: Professional Selling – Automotive. Believing in yourself is the first step to success in sales. A lack of self-confidence will be evident to others and cause them to hesitate doing business with you. On a scale of 1 to 10 (with 10 being “outstanding”), how strongly do you believe in your abilities as a sales professional? I’m going to […]. The post Believing in Yourself as a Sales Professional appeared first on How to Selling Skills.

Podcast Interview on Sales Chalk Talk

Tom Hopkins

The Buyer Interview in Automotive Sales. Hugh Liddle, THE Sales Wizard, and co-host Jim Hamlin interview a huge variety of special guests who share Ideas about sales, marketing, business and success that will help you create more sales and more income for you and your company.

Where Politics & Business Collide: Political Donations of B2B Decision Makers

DiscoverOrg Sales

Automotive. As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand.

Decision-Making in Sales

Tom Hopkins

The Buyer Interview in Automotive Sales. Decision-making in sales situations is not drastically unlike making decisions in life in general. Before you can help a potential client make a decision about owning your product or service, you must have certain knowledge.

Podcast Interview

Tom Hopkins

The Buyer Interview in Automotive Sales. I did a podcast interview with Rod Khleif of Lifetime Cash Flow through Real Estate Investing. Rod has graciously agreed to allow me to post the link to the interview here. I hope you enjoy listening in.

Close Sales with Leading Questions

Tom Hopkins

The Buyer Interview in Automotive Sales. Leading questions are questions that help you steer the conversation to the information that helps you determine if your product is right for your client — these questions guide and convince.

Who Wins the Future of Automation: Human, or Machine?

Pipeliner

Taking this thought process further, this scenario would mean drastic changes to the automotive industry as well, because we would need fewer cars and vehicles, even as the population increases. We’re starting to see radical changes in the automotive industry happening already. In the discussion of automation and machine learning, there is certainly one crucial question, for sales and for everyone: is the future dominated by humans or machines? Or, both together in harmony?

How Tesla Is Threatening An American Sales Tradition

Sales Benchmark Index

If Tesla can outlast the political opposition , it may revolutionize the automotive sales channel. Most Americans don’t like negotiating over a price. However, one icon remains at the epicenter of haggling: the auto dealership.

Why Xactly C.A.R.E.s – How “Accountability Breeds Response-ability”

Xactly

Watch the webinar, "How Cox Automotive Created an Unstoppable Sales Force," to see how Xactly customer Cox Automotive saved up to 172 hours each month with integrated sales performance management (SPM), Xactly Incent.

How Do You Develop Customer Loyalty?

Increase Sales

Some retail stores such as automotive to industries such as lodging have extensive data about their customers and understand the overall value every potential customer brings to their establishment. To develop customer loyalty means that you must know what to do and probably change your paradigms. Loyal customers have different expectations than just satisfied ones. Customer Loyalty Coaching Tip: The digital disruption will impact your paradigms about loyal customers.

Top Kurlan Articles on Sales Process:

Understanding the Sales Force

What Automotive Technology Teaches us about Sales Process. Understanding the Sales Force by Dave Kurlan I write often about sales process. After all, one can't accurately predict outcomes of sales calls, meetings and cycles without a formal, structured sales process to follow. I present my Top Articles on Sales Process: Baseball's Huge Impact on Sales Performance. Sales Process - Top 10 Reasons Why Sales are Lost. Best Way to Sell and/or Manage a Sales Force?

What You Must Do for BETTER Sales Prospecting

The Sales Hunter

So, one week you may focus on the health care industry and the next week you may focus on the automotive industry. Do you struggle with prospecting by phone? For many salespeople, having to make prospecting telephone calls is one of the most difficult parts of their job.

Does It Matter Who You Think I Am?

EyesOnSales

It’s common knowledge: automotive salespeople don’t provide the same caliber of service to every client. While other industries improve consistently, the automotive industry seems to be stuck in time. It is time to break this cycle in the automotive industry. Libin has a keen understanding of the automotive industry and excels as a leader who builds teamwork and cultivates relationships. Does It Matter Who You Think I Am? By Jennifer Libin, jlibin@apb.cc.

Exceptional Leadership Achieves Sustainable Results

Increase Sales

Back during the automotive bailout by the US Federal government, Ford was the only domestic vehicle manufacturer to turn down that very tempting offer. Leadership is what separates the exceptional organizations from those just barely holding on within the marketplace. Exceptional leadership looks ahead of the future business flow and makes calculated guesses based on the leader’s knowledge of the industry, the marketplace and most importantly the organization.

Incentive Gift Cards Continue to Delight

Sales and Marketing Management

You see it a lot in the automotive market and higher-earning incentive channels. Author: SMM Research from the Incentive Gift Card Council (IGCC) and the Incentive Research Foundation (IRF) shows the majority of U.S. businesses?—?fully fully 61 percent?—?are

Why Xactly C.A.R.E.s – How 4 Values Continue to Shape Our Company

Xactly

Watch the webinar, "How Cox Automotive Created an Unstoppable Sales Force," to see how Xactly customer Cox Automotive saved up to 172 hours each month with integrated sales performance management (SPM), Xactly Incent.

Help Me Understand

EyesOnSales

Libin, President, Automotive Profit Builders and author of just released book “Who Knew?” As president of APB-Automotive Profit Builders, Inc., Help Me Understand. By Richard F. ” APB.cc , rlibin@apb.cc. I don’t understand.

The New Sales Economy – What’s Influencing Your Buyers? – Part 2

Women Sales Pros

One of her clients, in the automotive industry, is being upended by an unexpected force. In Part 1 of this series, I covered three key trends influencing our buyers in the new sales economy.

Are Salespeople Obsolete?

EyesOnSales

Libin, President, Automotive Profit Builders and author of just released book “Who Knew?” As president of APB-Automotive Profit Builders, Inc., Are Salespeople Obsolete? By Richard F.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

Automotive. You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them.

The Ultimate List of Business Name Ideas to Inspire You

Hubspot Sales

Product/Industry : Sports, Health & Wellness, Automotive. A lot of strategy and planning goes into building a business from the ground up. Before your startup is ready to launch, you need to think carefully about your brand and the image you'll present to consumers.

How Artificial Intelligence Will Change Decision-Making For Businesses

Tenfold

Stand-outs are in the health, financial services and automotive sectors. The automotive industry, on the other hand, has developed several AI applications, from vehicle design to marketing and sales decision-making support.

Surviving in Any Economy

EyesOnSales

Libin, President, Automotive Profit Builders and author of just released book “Who Knew?” As president of APB-Automotive Profit Builders, Inc., Surviving in Any Economy. By Richard F.

Feast or Famine? Not If You Know How To Prospect!

EyesOnSales

Libin, President, Automotive Profit Builders and author of just released book “Who Knew?” As president of APB-Automotive Profit Builders, Inc., Feast or Famine? Not If You Know How To Prospect! By Richard F. ” APB.cc , rlibin@apb.cc. Times are tough – but as an old adage reminds us, “when the going gets tough, the tough get going.” ” In business, a good salesperson knows how to ride economic waves.

ABM and storytelling: how to cut through the noise at scale

Artesian Solutions

For example, it may be that you can use the same narrative for all of your clients who are in automotive. You also might find the story you’re telling your automotive clients has an element of truth that resonates with all of your clients who want to automate a process.

Why We are More than our Job Title or at least We should be

Babette Ten Haken

And besides, does everyone in sales sell used cars (apologies to the folks in automotive sales )? We throw around our job title or professional degree like confetti at a New Year’s celebration. These labels are our standard responses to the question: “So, what do you do?”

Is Time Your Enemy or Your Best Friend?

EyesOnSales

By Richard Libin, President, Automotive Profit Builders. As president of APB-Automotive Profit Builders, Inc., Is Time Your Enemy or Your Best Friend? APB.cc , rlibin@apb.cc. Time is one of the biggest complaints that customers have about purchasing a new vehicle.

Tips for Communicating Effectively with Sales Teams

Sales and Marketing Management

a distributor of products and services to the MRO and automotive marketplaces. Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. They are entrepreneurial, self-motivated, curious and persistent. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text.

“I’ve Never Ever Sold A Computer Or Piece Of Software”

Partners in Excellence

The ability of a tier 1 supplier in the automotive industry to keep a $107 million a year contract with a key customer. Many of you know that I spent much of my career in IBM, starting as a sales person moving into the management ranks. Over that period of time, I think either the teams I led or I collected billions in revenue from the computers and software we shipped to our customers. In spite of those billions in revenue, I never sold a computer or software system.