Well, isn’t this the million dollar question… Let’s just do this…write down three things (big or small items) you have purchased in recent memory. Then, right down the real reasons you bought those exact items as best as you can remember at the moment you closed yourself (please note, you ALWAYS close yourself, nobody else ever …
Would you believe that some people and training companies are so committed to certain practices and phrases that they will do – and have to do – almost anything to keep them alive, even if they don’t work anymore? They also make the necessity for the practice a fib along with the results! Every industry …
I have read 4-500 books on sales and people, and one of the first books I read about selling was by Tom Hopkins and it was called “Act Like A Lamb and Sell Like A Lion”, a great read. He coined three phrases which are powerfully simple and effective: – A great point is that …
Let’s say you play golf, and wanted to improve your game. One of your many options would be to get a coach or trainer to work with you. If you actually took the time and money and committed to lessons, how would you feel if your trainer said “Ok, I will start by teaching you …
I love to play soccer, and can hold my own. But I’m not a soccer player, I’m a person that plays soccer. I have played with ex-pro’s of many ages and know how they think and see the game. There’s a world of difference. You may be in sales, and might be fairly good at …
Reader, follow my logic for a moment… Let’s say you can only do one push up. If you were to do one push everyday, is it realistic to expect that at some point you will be able to do two? Once you can do two, will you at some point be able to do three? …
Watch me in the gym…if you can do one pull up, can you do two…? Read More »
I recently received an email from a student, and have changed their name in order to protect their identity and stupidity. He wrote: “Dear Duane, loved the seminar! I have tried the —- prospecting technique 3 times, and although it started conversations wonderfully, and I’m still in contact with them about it, I have not …
Well, what can we say? I’m teaching a F&I FLOW Selling Mastery class today in Toronto…and there are some managers coming back through FLOW again to take it even higher. I like to watch the experienced FLOW Masters describe to the new FLOW Jedi’s how FLOW has changed everything about their F&I departments, their relationships …
Consensus: RIP Menus…So Long Step Selling…Heelloooo FLOW! Read More »
Repeats and referrals are the holy grail of selling. They show up with a strong intention to buy a car from YOU. So we cannot do anything that will sacrifice this! If we lie, change dealerships, lose credibility or connection with our customers, they drift off, go elsewhere, and may also tell all their friends …
This is a funny business. I don’t know what to do when I hear the odd sales person or sales manager complain about the language some customers use during the sale, except laugh. My friends, that’s simply the way some people talk. Get used to it or get out. Actually, if you would learn to …
