Auto Sales Training

The time for the internet car buyers has come! Read about how they differentiate themselves from their offline counterparts and how you can benefit from knowing those differences.

Why Good Franchisors Do Not Sell To Hostile Franchise Buyers

Having run a franchising company for a decade and then retiring I always thought that it was quite interesting when a franchise buyer was completely hostile and combative during the application and approval process.

Sales Management and the Dealer Base

Effective sales management in this channel includes planning sales growth, executing account strategies and using objective feedback to continuously improve performance and drive accountability. Maximizing success and profitability creates the necessity to manage this channel as a single integrated being. This means an effective sales process and structure must be in place which includes metrics, training and resources to support and improve sales performance for both the distributor and the dealer.

The Eight Reasons Why Salespeople Fail

The responsibility for ensuring that every member of the sales team is successful, lies entirely with management so what are the eight reasons why sales people fail?

Grow the Value of your Business: Sack Half your Clients

Sometimes when I coach clients I get them to do actions they hate - one recent client wanted me to help him double his revenue. So he was quite clear about his goal but was not sure about creating a feasible action plan for achieving it.

Employee Management: How Do You Want To Be Treated?

Understanding how people want to be treated by their manager will help you become more affective as a leader. Here is a list of things all employees have in common when it comes to how they want to be treated.

How to Double your Sales Appointments in Half the Time; Part 1

Sales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue there are only three ways to do it.

How To Uncover Needs Or Wants Painlessly Using The JFA Funnel Technique

The key to uncovering client/customer needs or wants, lies in good questioning techniques. Questioning is a skill that requires much practice and concentration but once mastered serves you well - nobody ever raised an objection to buying something they either needed or wanted; you just have to discover what it is they really want or need!

How to Double Your Sales Appointments in Half the Time - Part 3

There are 6 Major Sales Prospecting Errors that lead to low sales appointment success. In this article we will discuss the ramifications and remedies of the 1st three to set more 'Top-down' sales appointments in less time.

The X Factor in Sales Management

Do you know how to apply the power of the X factor for Sales Management? The X factor is the simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this equation to sales contacts, they are released from the bonds of time and energy.

Sales Manager and the Phone Book Prospecting Trick

You know there are still some sales managers out there who instead of insuring proper amounts of qualified leads for their sales force will instead throw a new salesman or woman a darn phone book and say good luck, there is the phone? Oh great the new salesperson thinks.

Sales Management and Cold Calling Programs

Most people who are in sales do not really like cold calling much and I suppose that makes sense, yet if you are very knowledgeable about the industry for which you are calling you should not worry much and actually come to enjoy talking to like minded business folks. Indeed you may find they actually enjoy talking with you.

Sales Management Tip #9; Do Not Let Your Sales People Act Like Children

As a sales manager for the company you need to make sure that your salespeople on your sales force do not act like children. Many people believe that children are the world

Career Tip #1: Act Like You Own the Place

Want a raise? Act like you own the place and get it!

Is Business Formulaic?

This article describes the many benefits associated with using a formulaic approach to business process engineering.