Sales Strategies and Tactics Archives • Hamilton Sales Training: Recent Episodes
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Webinar Preview
CONCEPTS OF MODERN AUTOMOTIVE SALES: THE NEW VISION OF MODERN AUTOMOTIVE SALES CONTINUES…
Please understand that this training is not what you might be familiar with or might expect. And, even though there is much talk of evolution, it does not negate much of what has been taught in our business for many years – only the deceptive and other questionable strategies and tactics. It does, however, offer bold and innovative ideas that help take the car business into the now…
This auto sales motivation workshop also recognizes the influence of the many fine trainers and sales managers currently instructing the thousands of sales staffs throughout the country. But resources are limited. Transformation and Evolution is another powerful resource.
Reserve Your Spot Now!Just click on Contact and request a link…
- Workshop: Concepts of Modern Automotive Sales (NIU Conference Center, Rockford) March 17th, 2021 $199.00 Add to cart Show Details
The post June 25th Webinar appeared first on Hamilton Sales Training.
Seminar Preview
CONCEPTS OF MODERN AUTOMOTIVE SALES: THE NEW VISION OF MODERN AUTOMOTIVE SALES CONTINUES…
Please understand that this training is not what you might be familiar with or might expect. And, even though there is much talk of evolution, it does not negate much of what has been taught in our business for many years – only the deceptive and other questionable strategies and tactics. It does, however, offer bold and innovative ideas that help take the car business into the now…
This auto sales motivation workshop also recognizes the influence of the many fine trainers and sales managers currently instructing the thousands of sales staffs throughout the country. But resources are limited. Transformation and Evolution is another powerful resource.
Reserve Your Seat Now!Join us for another workshop on July 21st or 23rd, 2020.
- Workshop: Concepts of Modern Automotive Sales (NIU Conference Center, Rockford) March 17th, 2021 $199.00 Add to cart Show Details
The post July 21st and 23rd, 2020 Workshops appeared first on Hamilton Sales Training.
https://hamiltonsalestraining.com/ramblin/wp-content/uploads/2019/05/Post-516.mp3 The idea that the sales profession in general needs to evolve is certainly not a new one. What is certain is that it is even more clear and necessary in my chosen profession of automobile sales. And, because of the great efforts of the many, still a minority perhaps, who are brighter than I, we are turning a corner. There is still much to do, however. We must continue to squash the stereotype and cliché. We must perpetuate the professionalism of newer strategies and tactics. But more than understand these ourselves, more than the utilization of these things within a small circle of those in the know, we are tasked with the sharing and teaching of these powerful concepts with and to a new generation of consultants.
I have been reading several absolutely wonderful posts and comments that speak to the subject. I sense a passion out there similar to my own, and it is encouraging. So, what now?
Well, I don’t suppose there is much out there in the way of snake oil or miracle elixirs being sold. But, the smoke and mirrors, shell games and the idea that somehow we partake in a magic show must be eliminated. While being ultra-optimistic to the extent of believing Utopia can be created and achieved might be foolish, I choose to pursue the foolishness.
To evolve effectively and properly, we must now fully acknowledge that the INTERPRETATION OF DATA should be added to our sales process and used always. If we embrace the concept that EVERYTHING is market-based, from the price of new and pre-owned vehicles to trade-in values, we must convey this concept to each and every customer. It is truly no longer a magic show, but an interpretation of market data. After following the process, asking the proper questions (interview) and giving a world-class presentation and demonstration that is so powerful and engaging that it makes the sales consultant a dinner topic, this interpretation of market data must be a key focus.
“We already do that!” was an exclamation made by an experienced and accomplished consultant at a recent workshop, when the idea of utilizing a source like Kelley Blue Book to establish value was proposed. Fair enough. This has been done for a long time. As was further explained, however, what is it actually telling us? First, let’s jump to CARFAX, which has, for better or worse, had an enormous impact on our business. Talk about reckless misinformation… “I just want to buy a safe car. Show me a car with no accidents.” Hmmm. So the conclusion is that a vehicle with reported accidents, even with today’s advanced technology and the skillful technicians we have at our facilities, is somehow not safe or less safe? This is a non sequitur and does not follow logic. And it is irresponsible. But there are so many of these influential sources which we must combat on a daily basis. So, what has this done? Well, vehicles with one owner, no accidents, and documented maintenance will bring quite a bit more money than those which have multiple owners, a single or multiple accidents or damage, and little or no documented maintenance. This is true, of course, for the retail unit and the trade-in, and it is true to a far greater degree than before.
Back to Kelley Blue Book… The far left of the value gauge can represent the vehicles which Carfax has devalued; the far right can represent one owner vehicles with no accidents. This is a powerful value-setting and negotiating tool and should be used whenever it represents an advantage to us. And it does frequently. Most of us have also taken note of the influence that has given us a wider spread from trade-in to retail than we have had in the past. It is not difficult to create volume and gross by simply establishing this as the marketplace.
For new vehicles, even True Car can be valuable to us. If a consumer makes a ridiculous offer, and dependent upon your facility and its philosophy, you might break this out to justify what dollar the new vehicles are bringing in the market. What vehicles and data go into the equation? Could not the lowest priced units be reflective of demonstrators, vehicles which have been damaged and repaired, or sold with incentives for which the particular customer might not qualify? Then, a premium, fresh, scarce unit should bring a bit higher dollar? Of course.
These are just a few things to consider, but more and continuous interpretation is required to be sure.
The evolved sales process will also include the following:
- The pursuit of Customer Comfort and Consultant Confidence
- The Practice of Feigned Indifference
- The Utilization of Market-Based Pricing and the Technique
The first seems obvious, but it is a pursuit because it is difficult to achieve fully. These two states are directly proportional, however. As one increases, so does the other. If the other drops, it brings the first with it. But this is why training and instruction is so vital. If the consultant is not confident, the customer will be too uncomfortable to be receptive to his or her words. Then we have nothing.
The second flies right into the face of the traditional. Feigned Indifference is to pretend to have no bias or preference as to whether a customer buys a vehicle today or not. “Please take as long as you’d like” and “Buy the vehicle when it represents a value to you” are examples. But, remember, the indifference is feigned. We still ask for the business as many times as is necessary and we still create the urgency that is required.
We have addressed a bit of market-based pricing, and of course there is much more. The Technique is to simply counter-transition-close to any step on the road to the sale. The counter, too, is in opposition to those who prefer to always agree with the customer. The idea that the customer is always right is a fable. Understand this please. With the misinterpretation of data and false pre-conceived notions, a skilled consultant must consistently nudge the consumer back to the road to the sale. An example of the Technique could be used if a customer on the lot objects to the price of a pre-owned vehicle, for instance… “The price is too high.” The response… “Actually, these have been selling for a bit more than this in the marketplace (counter). Understanding that (transition), let me show you why this vehicle represents such a great value (close to a presentation in this case). This is just a basic example. The Technique is a tactic which has a multitude of applications.
We, in this profession, are on the right track. If we want to get away from “If I could, would you?” being the sole close (although there is still a place for that too – not near the beginning of the process, of course), we must continue to share ideas. There are a lot of great people out there. Have a great day!
Beyond the Walkaround * Pre-Owned Power – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details * The Foundation of Modern Automotive Sales – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details
Kindle Edition available through Amazon Free Kindle reading app available for all devices.
GO TO AMAZON The post Evolved Sales Process: A Few Thoughts appeared first on Hamilton Sales Training.
I know that most in the industry would agree that uniting your customers with the right sales consultant is vital to the harmony and moral of your retail facility. Qualification can go a lot deeper and have a few more nuances than just asking if the customer is here to “see anyone in particular” or “if they have an appointment.”
The first of these questions, by the way, is not particularly effective and the second can certainly be a direct put-off. And while our receptionists/greeters (if you have them at your facility) might be trained a bit and do a nice job with our guests, it is the sales consultant’s responsibility to properly qualify each and every customer – without exception. Here’s the big thing we need to overcome: It is far too easy and natural to assume the customer is new or available when paged to the desk to help. We make the assumption, subconsciously more often than not, that the qualification must have come out in the initial exchange between the greeter and customer. We assume that the proper questions were asked or that the customer somehow made it clear that they have not been here before or not worked with anyone at our location. We must begin to think differently now. Here are some qualifying question that should be asked (or, at least, the answers known) every time we meet a customer for the first time.
“Have you been here before? Perhaps purchased a vehicle here?”
Clearly, if the answer is “yes” to either of these, you will attempt to get the customer with the sales consultant (you certainly hope, although I think we’ve all had it happen before, that the consultant was not you. If the answer is “no,” these second set of questions should be asked.
“What brings you in today? Were you referred to us by a friend or family member?”
This will do a couple of things. One, it gives you another opportunity to discover if the customer is indeed here to see someone in particular (without asking the question in direct form). Secondly, it plants the seed that we must receive a great deal of referrals. After all, if they were not extremely commonplace, we would not be compelled to ask.
The next question, hopefully put forth as you are moving toward your desk where a proper interview or needs assessment will take place, is the following:
“What would you like to accomplish today?”
This will get you to a starting point, more often than not. And this starting point can be as perfect as the customer wanting to tell you needs and wants up front and then leading to a great presentation (textbook road to the sale), or it can be “Gimme yer best price on an Accord!” How we handle the latter will be a subject in the very near future. The former, though, or anything similar to that, will open up the next step with this, almost as an aside while moving toward your desk.
“So what piqued (if you prefer not to use “piqued,” I get it – go with something similar) your interest in the Accord, John? Did you see one on the road and were attracted by its look or does someone you know own one?”
We will then follow with Positive Value Statements or Pre-emptive Strikes. These are defined and demonstrated in “Beyond the Walkaround.”
At any rate, we would now like to move into the Interview or Needs Assessment.
This needn’t be an interrogation. In fact, if the customer feels such is becoming the case, the comfort level will drop quickly and you will have little opportunity to get it back. Here are a few keys to success…
- Allow the customer to respond and you LISTEN.
- Do not talk about yourself.
- Smile and ask questions with genuine care and interest.
Now, let’s go over the necessary information you must try to secure prior to quoting numbers of any kind (yes, this includes any published prices or specials!).
VEHICLE
We need to make certain that we are on the correct vehicle. The color, equipment, all the hot buttons. Follow any acronym you have been taught, ex. SPACED – Safety, Performance, Comfort and Convenience, Economy, Dependability. Provide the customer with a world-class presentation and have them drive the vehicle they wish to own.
It is also not a bad thing to ask the customer if they are considering other options. If it’s me, I’d want to know what I’m up against early. This way, must presentation can be tailored to this and more effective.
BUDGET
True, we are not financial consultants. But, if we are able to learn a true idea of budget and WHY the customer must stay within this, we will be in a better place to be sure. Now, the budget can have a total dollar goal or a payment goal. Be careful that they are not the same and the customer simply has a misconception about how this translates to payment. For now, it’s enough for you to know that if you go to the sales desk with the statement that the customer has to be under $20,000 and you are asked “Why?” you should know. Is it truly total dollars? Did the customer’s bank tell them that 20K was all that they qualified for? Does this figure represent a payment? What terms would those be and who quoted them? Drill down. It will help you counter concerns (coming soon!).
TRADE-IN
Yes, I know that a percentage of our customers are trained or coached to withhold the trade until a price has been secured. We need to overcome this whenever possible. Find out if there is a trade and a pay-off. Ah, the pay-off. What if the customer does not wish to divulge this either? Appeal to the fact that you are only here to be of service and that the customer is under no obligation to buy. And since there is no relationship between what is owed and what the vehicle is worth, there is no point is keeping the information to oneself. In fact, it is required to quote a payment.
Asking for expectations with respect to trade-in value was, and still is, frown upon by some. The reasoning is that if the customer throws out a number and nothing is said until the appraisal, there is the assumption that the value can be met. I’d rather know and counter this early.
TIME-FRAME
Leading into a trial-close opportunity, and understanding that no matter what the answer, you must still ask for the business multiple times, getting a time-frame out of your customer is a necessity. If the customer says “Why would you ask?” or “Why do you need to know?” you respond with the following:
“John, it is just for your benefit. Our incentives do change and some are diminishing assets. I want to make sure you have accurate information.”
This should certainly warrant a response, an “I understand” or a “What do you mean?” As with all counters, the “I understand” is the goal. A “What do you mean?” opens up a dialogue, during which we will build value and/or justify our dollars or position.
Moving on to the trial-close…
“John, if we can work this out from a financial standpoint, and I’m sure we will, is this something you would like to do today?”
Simple, easy, straight-forward, and non-confrontational. This does not have to be done after the return from the demonstration, though, in a perfect world, that would be wonderful. Likewise, if we jump directly to numbers because we receive a thumbs-up to this statement prior to our building of value and the driving of the unit, we are shooting ourselves in the foot.
Trial closes can be used at almost any time should the situation call for one. An example would be that the customer demands your best price on the vehicle before you have a chance to do a needs assessment, presentation, or demonstration. So, what to do with the “Gimme yer best price!” guy? Try this…
“John, I will gladly give you a wonderful price on this vehicle, provided it is one you would like to own (Price Counter ). How did you become interested in the Accord? Did you see one on the road or does a friend own one?” (Transition to Needs Assessment)
Hopefully, this will begin the Interview for you. If not… “My buddy has one. Just gimme yer best price!”
“Of course, we won’t lose a deal (your business) over dollars (Price Counter). In fact, understanding that we all pay the same for these vehicles, is this something you would like to do today if it all works out from a budget standpoint? “(Transition to Trial Close)
We can take this to many levels, and we will. For now though, please continue to use these ideas on a daily basis. We will all be far more effective, but it takes practice. Until next time…
Beyond the Walkaround * Pre-Owned Power – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details * The Foundation of Modern Automotive Sales – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details
Kindle Edition available through Amazon Free Kindle reading app available for all devices.
GO TO AMAZON The post How to Qualify, Assess Needs, and Trial Close appeared first on Hamilton Sales Training.
COURTESY: THE MOST EFFECTIVE WAY TO RAPIDLY WIDEN THE GAP BETWEEN YOU AND YOUR COMPETITION
Even if you are disgusted with humankind from time to time, give the benefit of the doubt to the individual. Give the person before you the courtesy and respect you would give someone to whom, in your opinion, it would be appropriate for the finest of all of us.
We have all heard that we should treat others like we would expect to be treated ourselves. Do better than that. Treat others far better than we would expect others to treat us. In truth, with the epic disintegration of good behavior in our current society, our expectations really shouldn’t be all that lofty (we’ll speak to this more a little later). Develop a habit. Look for opportunities to show just how courteous you can be, and then do it consistently. And if, and when, you are completely convinced that this person has irrevocably dashed your hopes for the salvation of man, you then summon greater strength and continue to provide courtesy and respect. Then, if possible, muster even more.
Becoming a thing of the past in society, courtesy is a must in our facilities.
The next time you pull into a drive-thru or walk into a convenience store, listen to the person in front of you order. Chances are good that you’ll hear something like this: “Yeah, gimme a…” or “I wanna…” or “I’ll take a…” or “Lemme have a…” The truly fascinating thing is that you’ll hear these things from a wide variety of age groups, though mostly the fifty and under crowd. Where in the heck did these people learn manners? I know, nowhere of course. It’s as if these people believe those serving them are inferior beings. Truth be told, even if it could somehow be proven as fact, what possible good could come of the disrespect? If you are one of those who cannot find it within yourself to say “please” or “thank you” or “you’re welcome”, learn how or get out of retail. It is true that, at times, we find ourselves extremely deep in thought, so much so that we can appear to be aloof or selfish even if such is not the case. We must take care when we are around other people. Mistakes outside of your place of business can likely enter your workplace if the habit is not curtailed.
Jean de la Bruyere, French essayist and moralist (1645-1696), said this:
“Discourtesy does not spring merely from one bad quality, but from several – from foolish vanity, from ignorance of what is due others, from indolence, from stupidity, from distraction of thought, from contempt of others, from jealousy.”
Whether or not you are familiar with or a fan of de la Bruyere (look him up on Wikipedia), this statement pretty much encompasses all sources of this trait, or lack thereof…
Beyond the Walkaround * Pre-Owned Power – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details * The Foundation of Modern Automotive Sales – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details
Kindle Edition available through Amazon Free Kindle reading app available for all devices.
GO TO AMAZON The post How to Beat Your Competition with Courtesy appeared first on Hamilton Sales Training.
https://hamiltonsalestraining.com/ramblin/audio/excerptsix.mp3 4.I know for a fact that my trade is worth _______.
A.“And I would agree with you, perhaps though from a retail perspective. And should you wish to attempt to sell it yourself, you might very well ask that figure to start.”
The power in this one is that you fully agree with your customer right away, then explain a condition. From this, you can again use a form of 9b about how difficult it is for private owners to receive a true retail price. “More and more wish to purchase from a retail facility because they offer an inspected vehicle, a vehicle backed by a manufacturer, any warranty or extended service plan options, financing options or a place for you to address your concerns. Private owners do not.”
B.“Please keep in mind that these other vehicles are sitting for those prices, not selling. You might see what others are asking, but for what they actually receive is not reported.”
If your customers mention that they have seen the same vehicle as their trade on another lot or in the paper for a certain dollar, you will now be able to respond quickly and strongly with this one. For greatest impact, as with all others, this should be used within the Technique. Third-party examples and pull-back or retreat statements are vital to properly setting up the close. There will be specific examples of how some of these counters work within the Technique later in the program. Moving on…
5.My bank/credit union says my trade is worth _______.
A.“I have no doubt. In fact, they use some of the very same sources that we do. But, please keep in mind that it is difficult for the bank to come up with an accurate number with all of the inconsistencies in these sources. That is why we utilize market reports and independent buyers as well.”
This concern is a common one, so please take heed of this counter. Again, you do not deny that the bank has stated such a value, you agree that they use similar sources, but you confidently present why it is that your number is accurate and real and more than sufficient.
B. “These things will provide more accurate information based on regional differences and/or current incentives. And please understand that because of the great way we do business, we are always striving to obtain the highest value possible for your trade.”
Again, this explains a little about how and why the trade value came in as it did. It also reinforces that we are obligated to do whatever we can to give them the highest value possible. Also, without seeming too old-school, it doesn’t hurt to mention that the bank or credit union will not buy the trade-in and that they are receiving as much or more than they would if they were able to sell their vehicle at auction. There is an ambiguity too, in that, the bank might give one value going in that would make it impossible for them to finance it on the retail side without an enormous amount of money down -tough situation for the retailer and the customer.
Beyond the Walkaround * Pre-Owned Power – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details * The Foundation of Modern Automotive Sales – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details
Kindle Edition available through Amazon Free Kindle reading app available for all devices.
GO TO AMAZON The post How to Manage Customer Concerns About Trade Value appeared first on Hamilton Sales Training.
https://hamiltonsalestraining.com/ramblin/audio/excerptseven.mp3 4. What interest rate are you using?
A. “We just use a standard factor until we have a call from a bank. Speaking of that, who do you bank through? Chances are we represent them here.”
In all fairness, there are customers who seem more focused on interest rate than they do the price of the vehicle or the trade value. But what this counter is designed to do is to quickly turn the attention away from the rate and toward the deal as a whole. If your customer presses you on the issue, go for a close…
B.“If everything comes down to rate, why don’t we go ahead and fill out a credit application, continue with the other paperwork, and schedule a time for you to pick up your new vehicle?”
As always, this tactic will almost always bring up any other concerns or objection your customer might have. If it seems a little to forward or abrupt, remember it’s all how you say your words. Say them with kindness, empathy, and the matter-of-fact nature will not become an obstacle. If they continue to press, here is one more that should put it to bed…
C.“Rest assured that you will not be asked to sign a contract until your rate is disclosed down to the 100th of a percent and your payment to the cent. You have no worries.”
Then move forward and attempt to counter anything else and close the sale. Always ask for the business. Moving on…
5. That interest rate is too high.
Okay, if all goes well, our finance or business manager will be taking care of the interest rate concerns or objection when it comes right down to it. But there will be some instances in some facilities when the sales consultant is dealing with this. It happens often when a worksheet is given that shows an average interest rate of some kind. It can be any rate, but the customer will see it and assume that this is an actual rate quote, which it is not. If you are a salesperson who frequently shows rates, here is a counter for you to use in this case…
A.“John, there are many factors that go into arriving at an interest rate. The fact of the matter, however, is that we don’t set it. A bank does. The banks we represent, your bank or credit union, whatever. Try to understand that your goal and ours is to secure the best rate for you, and we can.”
Try to move on, as if this is the simple truth of the matter, and that it is no big deal. Happens everyday.
Beyond the Walkaround * Pre-Owned Power – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details * The Foundation of Modern Automotive Sales – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details
Kindle Edition available through Amazon Free Kindle reading app available for all devices.
GO TO AMAZON The post How to Manage Customer Payment Concerns appeared first on Hamilton Sales Training.
https://hamiltonsalestraining.com/ramblin/audio/excerpttwo.mp3 So what does it mean when a customer says “just looking?” Well, it’s just a conditioned response. What it means is “Please let me catch my breath and allow me to get comfortable.” Mind-set change – Go against the previous things you have heard on this subject and hope you get a “just looking’ response.
I have heard techniques that teach a consultant how to avoid this “objection.” They don’t work. People will find a way to respond with “Just lookin’” no matter how you start the conversation. Have you ever asked someone if it’s wonderful weather you’re having and had them respond with “just looking?” How about “How are you doing today?” or “Are you looking for new or used?” You got it. “Just lookin’.” And what is more, it is not a true objection. Understand this…You have more opportunity to sell a vehicle today to someone who says “just looking” than you do to someone who pops out of their trade, in, points to a new vehicle and says “I want to buy that car.” Do you believe this to be true? Does it make sense? Well, why?
Let me ask you…What do you have to discuss with this customer other than price and/or trade-in value? You’re right. Nothing. You have no rapport. Have you been able to build comfort, value, or understanding? Of course not. If someone says “just looking” your already bright face should light up even more. You actually have the opportunity to sell a vehicle, and yourself, and the dealership. How about that? So a customer tells you they are “just looking.” What do you say? Well you don’t say what you’ve maybe said in the past or perhaps what your competition might say. Things like: What are you looking for? Did you have anything in particular in mind? None of these are really effective. I think you can understand why. It’s because you have just intruded with another question.
Here’s is what we should do. Cheerfully begin assisting them right away. Give them a lay of the land, so to speak. This must be valuable, since they are, of course, just looking. Begin with a positive statement: “We’re just looking.” “Great! Wonderful! Fantastic!” The key here is to be sincere. Use one of your Welcome word tracks, “Well, thank you for choosing to spend some time with us today.” Then go into this. “As you look around, you will find all of our pre-owned (premium certified and certified included) on the front perimeter (show them with gestures). Over there you will see our fine selection of compact cars, both 3-doors and 5-doors. And beside them will be our newly redesigned compact sport utility. Our flagship vehicle, the ______, probably the best value in a mid-sized sedan in two decades, is there. And the revolutionary crossover, the _______, is in that area. If you are here to see the state-of-the-art _____ . . .” You get the picture. The actual descriptiveness is at your discretion, but try to jazz it up a little. If you are an independent used vehicle facility, focus on the various makes and models you have in inventory.
Now you will want to use a staple in sales, a bridge and an either/or. “Now that you are a bit familiar with our display (the bridge), are you looking more for new or pre-owned (the either/or)?” If you do this each and every time, you will find that the interview process begins to flow naturally for you more often than not. Are there people who are mad at the world and who will flat tell you to leave them alone? Yep. You bet. This doesn’t happen often, but when it does, give in and say the following: “Please make yourselves at home. We’re here for you whenever you’re ready. I just didn’t want you to think you were being ignored.”
If still nothing comes of this, let them be and inform your manager. The difference between the untrained and a true professional is that the professional will try and try again before they give up, and only at the point where they are sensing that anything more will create discomfort in the customer. Some will really push the limit. I recall one of my colleagues stating that if we don’t lose one now and again, we’re not trying hard enough. They recognize the rejection as opportunity. It’s a professional mind-set as opposed to an untrained mind-set. But as for the prior philosophy, I believe that you don’t ever really have to lose one if your skills are strong and your positive attitude shines through. Utopia? Ah, maybe. But what the heck… Believe it and live it.
Beyond the Walkaround * Pre-Owned Power – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details * The Foundation of Modern Automotive Sales – DVD Now Available! – Free Shipping ~~$59.95~~ $24.95
Sale! Add to cart Show Details
Kindle Edition available through Amazon Free Kindle reading app available for all devices.
GO TO AMAZON The post What Does it Mean When a Customer Says “Just Looking”? appeared first on Hamilton Sales Training.