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Why should they buy here?

Think about all of the other places your prospect could buy their next vehicle.  In most markets there are not only all of the other competitive brands to worry about. Within a reasonable distance from your dealership is another selling the identical brand.


Un-training. How to combat the deterioration of sales skills

My team has experience – they don’t need more training!


Uh... I think you are leaking closing ratio

What holds us back from hitting our volume and income objectives? For most salespeople, the difference between where you are and where you would like to be is only a matter of a few points in closing ratio. So where do we "leak" closing ratio?


To pause or not to pause

Mastering the art of pausing can be a powerful tool in the sales process. There is however, a time to pause, and a time not to pause.


Shelving the price issue

A common complaint we hear from salespeople goes something like this: "Why is it that practically the first thing out of a new prospect's mouth is a price question?