Jonathan Dawson

Company: Founder - Sellchology Sales Training

Jonathan Dawson

Founder - Sellchology Sales Training

Jun 6, 2016

4 Strategies to Create a BIG Business in a Small Town

Do you sell in a small town?

I started at a family-owned Toyota, CDJR, and Plymouth dealership in a small town in Kansas. We had between 5-7 guys and we were competing against the major metros of Kansas City, Topeka, and Wichita.

Here are 4 strategies to build a big business in a small town:

1) Become a relationship builder

Smaller markets are more about relationship building than anything else. Create relationships with local business owners, teachers, pastors and community leaders. People of influence need to know who you are and what you do.

2) Become an industry expert

Skip TV, movies and other recreational activities for the next 90 days and devote yourself to becoming an expert on your product. Study, get certified (take the tests seriously), and invest time in watching YouTube videos on your product.

3) Become the “anti-salesman”

Pay close attention to your process and find ways to make it easier, more efficient and effective! People will always pay a premium for an effective process that’s entertaining and enjoyable. So have fun, make it your own, and break the stereotype. Be the anti-salesman!

4) Become a local celebrity

You can become a celebrity in your own town by building a unique and compelling personal brand and marketing message. Define yourself and separate yourself from other salespeople by having a unique persona or alter-ego. By creating a brand you can make yourself unforgettable and remarkable, while attracting more of your ideal customers.

Focus your business development efforts in these 4 areas to generate sales and create loyal customers.

Jonathan Dawson

Founder - Sellchology Sales Training

Virtual Sales Training | Dealer Consulting | Speaker | Dealership Training

Jonathan W. Dawson is an automotive consultant, sales trainer, speaker and coach. For 14 years, he has been helping dealerships improve sales, reduce turnover and implement effective marketing strategies. In addition to consulting with dealer clients, Jonathan frequently speaks at conferences, state association and 20 group meetings. He is a best-selling published author and a contributing writer for industry publications. Jonathan is known for his conversational teaching style and common sense approach. His information is fresh because he is in dealerships every month and still sells cars. His core teaching philosophy is known as Sellchology - Selling through Psychology. This approach is a combination of customer-focused selling, community-driven marketing and impact-focused leadership.

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3 Comments

Mike Columbus

mikecolumbus.net

Jun 6, 2016  

Great article with information that I am trying to live by. 

William McCormick

Bert Wolfe, Inc.

Jun 6, 2016  

For anyone reading this, I've never known of Jonathan Dawson to provide information that isn't 100% accurate, timeless, well researched, and well thought out. This is another shining example of his brilliance! I advise anyone interested in understanding not only the "how", but also the "why" behind buyer and seller motivations to follow him closely and to buy a very large notebook to fill.

Sep 9, 2017  

I think becoming the "anti-salesman" is more important now than ever before! 

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