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Jared Hamilton
From: Jared Hamilton
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Bart Wilson

Bart Wilson Director of Operations, Media

Exclusive Blog Posts

The Perennial Sales Starter Kit

The Perennial Sales Starter Kit

Outside of having some online training that I could do on my own time, a 2-Day Sales Training Course, shadowing the top Sales Consultant (at my initiative)…

How SEO Impacts the Service Department

How SEO Impacts the Service Department

Digital marketing in the dealership often is viewed and conducted solely from a sales perspective. But the service department, often called the "backb…

What 89% of salespeople are failing to do...

What 89% of salespeople are failing to do...

  According to Dale Carnegie only 11% of salespeople ask for referrals. We all know how valuable referrals are but when it comes time to ask for a …

Why Your Online Shoppers Don’t Take the Bait

Why Your Online Shoppers Don’t Take the Bait

You think you’re dangling an enticing lure in front of your customers’ eyes. You plan to set the hook and reel them in. But what you don&rs…

Click-to-Call [Infographic]

Click-to-Call [Infographic]

  Most dealers understand the importance of making it easy for customers and prospects to find contact information. Websites often have prominent &…

I just read this blog post from Seth Godin, and immediately my thoughts turned to selling cars. Seth is basically stating that too much emphasis is placed on the end of the process and not enough on the beginning. Look at your sales process. In my mind successful car salespeople always spent more time outside (on the lot) than inside (presenting the numbers). If a sale is set up correctly, on the right car, the close is so much easier. I know that there may be unforeseeable circumstances (upside down on the trade, for example) but a salesperson should never hold their breath hoping that a payment will sell a car. It doesn’t happen. How many times have you gotten a hug after presenting a trade number? How much of your sales process takes place before you even greet the guest? Think about it. Once, while training a new sales consultant, we watched another salesman take an up. The body language was begrudging at best. He walked up with his hands in his pockets and greeted the customer. I asked the trainee if he thought the salesperson was going to sell the car. The salesperson was outside talking to the customer for fifteen seconds, turned around, and came inside. I asked him what happened and he mumbled something about ‘just looking’ on the way to his desk. Who influenced the outcome of that sale? In every sales meeting in every dealership almost every week across the country someone is preaching attitude. There is a reason for this. Your outlook before you reach a customer may be more important than what you say when you get there. What do you think?

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