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. Automotive asking for the business auto sales automotive sales car sales closing sales Presentation/Demonstration sales closing Tom Hopkins tom hopkins sales training tommy hopkins

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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

Sales Gravy

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.

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 skillsThe phrase “buyer interview” may not be one you’ve heard, but it’s one I strongly recommend you understand. Conducting an effective buyer interview is similar to what a good journalist does when interviewing someone for an article.

Auto Sales – It’s not what you say

Tom Hopkins

The Buyer Interview in Automotive Sales. Automotive auto sales automotive sales building rapport car sales making people comfortable sales skills selling skills talking with clients It’s not what you say in auto sales, but how you say it that counts, right? I’m certain you’ve heard that cliché hundreds of times. In business, what you say is just as important as how you say it.

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. But it is so important that you not only listen to what they are saying and how they are saying it, but are also aware […]. The post Body Language Buying Signs appeared first on How to Selling Skills.

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. That is, the buyers see themselves in a new way — as the owners of that new car, truck, van, or SUV and all the status it affords them. If the [.] Related posts: Arouse Emotions, Don’t Sell Logic. Selling with Emotions.

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. TEN has been on a tear lately growing their social followers 512% since 2013 sitting now at 74 million. Sales Force Structure Sales Operations Strategy Podcast Sales Ops

?? Frictionless: Closing and Negotiating with Purpose

Pipeliner

John Golden’s guest in the new Expert Insight Interview is Tim Kintz, automotive marketplace expert and author of the book ”Frictionless: Closing and Negotiating with Purpose”.

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. In This Episode of The Buyer’s Mind with Jeff Shore: Lisa Copeland, Serial Entrepreneur, and Jeff want you to understand what it means to be present.

Why Virtual Selling Skills are Critically Important for Commercial Bankers

Richardson

Much of these losses will arise from commercial and industrial loans originating in industries like transportation, retail, and automotive. Commercial banking is facing a period of transition. In only a few months, the global pandemic has begun to reshape the industry. Responding to this upheaval has proved difficult because the challenges consist of three key parts.

Adapter’s Advantage Podcast: Episode 6 Featuring Tim Murray

Allego

In this episode, CEO Tim Murray describes how his search for a new challenge led him from the automotive industry in Tennessee to the Kingdom of Bahrain. Tim had an impressive career with ARC Automotive, where in his last role he was VP and CFO.

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. I present my Top 10 Articles on Sales Process. Do You Have a Sales Process? Sales Process – What Have You Gotten Away From? 12 Questions About Your Sales Process.

Avoiding Sales Team Burnout During a Pandemic

Crunchbase

At Roadster (a SaaS company providing commerce solutions to automotive dealerships and OEMs), with car dealerships being forced to close by government orders, “digital retailing” became less of a progressive idea for a dealership and more of a must-have technology solution to serve customers.

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.

Chorus Made TrustRadius's Most Loved Software of 2020 Awards

Chorus.ai

Having worked in a variety of markets and industries including Automotive, Oil and Gas, Financial Services, Healthcare and Tech, the one constant is her passion for creating customer value. Today, TrustRadius announced that Chorus has won a Most Loved Software of 2020 Award! TrustRadius has analyzed each review they received over the past year - that’s over 22,897,433 words! - to determine the Most Loved Software vendors in 2020. And - Chorus made the list!

TSE 1342: Knowing the Right Time to Ask for the Sale

Sales Evangelist

Tim Kintz is the president of the Kintz Group, a training and consulting company for the automotive industry. Knowing the Right Time to Ask for the Sale Sales is about the timing - when to pitch, when to close, and when to ask for the sale.

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. They have interviewed me a couple of times and sent this link for me to […]. The post Podcast Interview on Sales Chalk Talk appeared first on How to Selling Skills.

4 Keys to Gaining the Most Value From Your CRM Program

Sales and Marketing Management

For example, an automotive company needs to engage over a long period to not only help drive the sales, but also to educate the consumer, reinforce the purchase, and ensure the consumer gets the most from the vehicle and the brand leading up to the next time they are in market for a vehicle. Author: John Wells Brands have finite resources and budgets but an infinite appetite for growth.

CRM 212

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. The activity is so painful that CarMax built a successful company skirting this tradition. On Trustworthiness , Americans rank car salespeople almost equal with members of congress.

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. That knowledge will give you power in the selling situation because knowledge is power but only when properly applied. So, what […] The post Decision-Making in Sales appeared first on America's #1 Sales Trainer.

Chorus Voted Top Rated Sales Enablement Tool by TrustRadius Reviewers (for the Second Year in a Row!)

Chorus.ai

Having worked in a variety of markets and industries including Automotive, Oil and Gas, Financial Services, Healthcare and Tech, the one constant is her passion for creating customer value. We are so honored to announce that Chorus has been voted Top Rated Sales Enablement Tool for the second year running! TrustRadius’s Top Rated Awards are entirely based on customer feedback and, as such, are a great honor.

Why Typical Customer Discovery does not deliver on Client Needs

One Millimeter Mindset

But also conducting Voice of the Customer research in the automotive, finance, pharmaceutical, telecom and healthcare arenas. Typical customer discovery involves speaking with current and potential customers.

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. Problem is many times their failure to have a process is the reason they’re not successful. If you want greater success in prospecting — and more sales!

Why ROI Selling is the Key Ingredient to Business Growth

Crunchbase

For example, lowering quotas, slashing forecasts and cutting marketing budgets is expected from companies that have been disproportionately affected by the virus, particularly in industries such as automotive, travel and hospitality. COVID-19 has changed the world of B2B sales. Even if you started the year with a packed pipeline, few businesses have escaped the economic turmoil.

ROI 65

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?

Is Your Sales Process Too Complicated?

Pipeliner

At the end of last year, I spoke at Cox Automotive’s annual sales conference. Is your sales process too complicated? How would you know? Do you have too many steps? Too many tools? Too many templates? . The easiest way to know if your sales process is too complicated is to look at how well it is being used. If there is any significant variation between your process and what actually gets implemented then you’ve made your process too complicated. .

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?

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. Most sales people are tempted to tell their buyers what to believe instead of asking questions that allow the buyers to come up with their [.] The post Close Sales with Leading Questions appeared first on America's #1 Sales Trainer.

Chorus Voted Top Rated Sales Enablement Tool by TrustRadius Reviewers

Chorus.ai

Having worked in a variety of markets and industries including Automotive, Oil and Gas, Tech and Financial services, she is passionate about brand management and product marketing. Today, TrustRadius announced that Chorus won a Top Rated Award in the sales enablement software category, and we couldn’t be more excited! Entirely based on customer feedback, the TrustRadius Top Rated Awards have never been influenced by analyst opinion or status as a TrustRadius customer.

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. Listen in here>> https://itunes.apple.com/us/podcast/ep-98-tom-hopkins-returns-tom-is-recognized-as-worlds/id1097449598?i=1000381280696&mt=2

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.

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. Xactly’s offices across the globe are participating in the company’s inaugural C.A.R.E.

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.

Customers Name Chorus to 3 Different Best Software Award Lists by G2

Chorus.ai

Having worked in a variety of markets and industries including Automotive, Oil and Gas, Financial Services, Healthcare, and Tech, the one constant is her passion for creating customer value. We are thrilled to announce that Chorus.ai has been named to - not one, not two, but - three of G2’s Best Software Awards lists.

Frictionless: Closing and Negotiating with Purpose

Pipeliner

John Golden’s guest in the new Expert Insight Interview is Tim Kintz, automotive marketplace expert and author of the book ”Frictionless: Closing and Negotiating with Purpose” As a top sales trainer, he will talk about the art of negotiation and share his secrets on how to master it.

SugarCRM Ranks in Top Ten for G2’s List of Top Sales Automation Platforms

SugarCRM

” Another customer in the automotive industry writes, “Sugar changed the way we do business.” We’re entering the season of reflection and gratefulness, and we have plenty to be grateful for.

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 are increasingly using gift cards as a reward tool for multiple groups (channel, sales, employee and customer), and that investment in gift card rewards is both significant and growing.