Jim Crooked and His Quest for Straight Teeth           Its a great old sales story about Jimmy Crooked that wants to get his teeth fixed. Jim is worried about the cost so he decides to go to two dental offices in his search to find the best price. When he walks into the first dental office they explain how great the braces are, the high quality materials and the low profile look. Jimmy, gets a price and says “thank you, we’ll be in touch”. Jim goes off to the Dental Office down the street, Jimmy walks up to the dentist and says “I want to get my teeth fixed”. This dentist understands his needs and wants. He explains to him how straight his teeth will be when the process is complete, the dentist explains how well he will be able to chew his food and the looks he will get from the people who notice how straight his teeth are. Jimmy said “where do I sign up?” Jim made the decision to buy the braces a...

  I have a goal set in my mind of what I want to achieve in life. I bet you also have dreams and aspirations. The big question is, how do you get there? Here are some ideas to help you achieve the life you want to in 2011. Write your goals down. 10 yearly goals, 10 monthly goals, 10 weekly Goals, 10 daily goals. Put the goals on paper and in a chart form. Follow them closely and shoot for the stars. Review your goals EVERY day. Check off the ones you are completing and get working on the ones you haven't. When you complete a milestone, reward yourself.  Revise your goals on a regular basis. If they are to easy, make them harder if you find your having a hard time reaching them, make them easier to reach.  Wake up every morning and tell yourself 5 times your going to have a great day. You will create a positive mindset right off the hop and start your day off in a great way, try it, it works. Try to NEVER complain. ...

As it gets colder and the snow starts to build up here in Toronto, the showroom becomes ghost town. As a sales professional I have no problem with that because ive realised early on in my sales career that i'm not going to wait for floor traffic to come to me. 80% of cars are sold by 20% of sales people for a reason. I have decided to take action and make calls while times are slow. I've found a process that is working for me and I would like to share it with you. Here at Boyer Chevrolet Cadillac Buick GMC our service department is VERY busy. People every day come in with vehicles that are in the 200km range. To a sales professional you should be salivating over a customer like this! The trick here is to get your service manager to pass on these customers and use your CRM tool to follow up with them. I take the "courtesy call" approach and ask them how things went in service and make sure they were taken care of. Then add "by the way, i've noticed ...

  Ok, other than the cheesy title we all know how important it is to build rapport with your clients in the world of sales. Trust is key and that goes hand in hand with building relationships and rapport. As a newbie in the business of selling cars i've had to sit back and analyze a few things when it comes to rapport building. Its obvious that we need to establish trust right off the hop and allow our customer to feel comfortable with our meet and greet by matching body language and tone, giving a smile and saying "welcome and thanks for coming in...my name is...." However, I am finding that the real rapport building happens when you sit down with the client and get a good conversation in. We all know that after the meet and greet comes qualifying, presentation, demonstration etc. We are trained that building rapport takes place during this process, focusing on the meet and greet and trailing into the other stages, remembering you have between 7-11min to g...

As I take my first steps in car sales I am beginning to learn some things the hard way, very quickly. People like to shop, we know this. Especially with a the second biggest purchase they will ever make, a car. Shopping around from dealership to dealership is the best way to find out who is, not only going to give you the best deal but who is, going to be the most friendly and helpful.  I have learned a key aspect to car shoppers that might help you from running into the same hardship I have with a few of my first customers. After you have the customer in a position where the value is built and the product has been explained, your getting into the stages where its time to close up the deal....or not. The customer is excited and wants to hear what kind of deal you can make them. As an excited sales person you go to the manager with information on the vehicle you have found. Your manager prints off a proposal with numbers. Off you go to the customer, proposal in hand, "...