Good TechAutoCareers/salespeople strive to be in front of customers as often as possible. But, when we think about it, our clients and prospects give us many...
SANTA MONICA, California — Edmunds.com is predicting that March car sales will continue to slide, while consumers turn to the used-vehicle market in...
on New Chrysler and GM Vehicles WASHINGTON — In an unprecedented step, the federal government said it will "backstop" warranties on new General Motors and...
by John Neff on Mar 30th, 2009 at 6:29PM Rick Wagoner is no longer CEO of General Motors for two reasons. First, he failed to come up with a plan that...
Today, the Treasury Department announced an innovative new program to give consumers who are considering new car purchases the confidence that even in this...
Have you ever kept on "selling" after the customer gave you clear buying signals- either in their words or in their body language? You wanted to tell the...
If we quit all the game-playing and posturing to seem professional or powerful, things would change dramatically. Here's something you won't read every day:...
During this brutal economy, it makes sense to talk about it again. Now, more than ever, is the time for every salesperson to be at his or her best. POINT 1:...
Your sales efforts impact everyone. Without them, everything stops. That's how important you are to your company and the people in it. Every sales week and...
A study of sales people in the automotive sector asked: why is selling so difficult? The answers were somewhat surprising: The vehicle is hard to describe The...
Many of us sell over a table using handouts in the form of brochures. Here's a tip for using them more effectively: Tell them what it is before giving details....
One of the joys of doing pre-call research is that it can help you uncover the drivers and motivators a client doesn't always share. One of the hazards is you...
Back in the old days, farmers used to put a bell around the neck of one cow in a herd. Among other reasons, it was to find the herd when they'd wandered away....
Think there's no difference between negotiating on the phone, web, or other virtual media and negotiating face to face? A recent scientific study says...
Have you ever found that the people most guilty of unruly behavior at work are also the ones who are most oblivious to their behavior? Take Fred, for example....
PRESS RELEASE: BETHESDA, Md., July 23 /PRNewswire-USNewswire/ -- As new car dealerships ramp up advertising to attract consumers to the showroom using "Cash...
As sales professionals, we might know everything there is to know about our products, our customers and what will work best to solve their problems. So why...
When two people fall in love, they only see sunshine and rainbows when they look into each other's eyes. If you asked, "What's the worst trait of your...
Some people are men and women of few words -- to work in an office with such people is a blessing. Most workers, however, are stuck in a workplace where they...
If you need another reason to be face to face with your customers as often as possible, here's a new one: scientists have proven that people share common cues...
I've attended many such meetings over the years. Most have 80 to 100 members in attendance. The NARI folks had about 350. I tried to determine why attendance...
There's nothing a salesman enjoys more than a sales call with an established client. The relationship is solid, you know you have the business and there isn't...
Most sales people will admit that strong relationships make their job easier. Customers are more loyal and willing to listen to sales people with whom they...
Studies consistently show that customers believe sales people talk too much. Even more embarrassing, polls of sales people show that we know we talk too much....
"Can there be a more horrible object in existence than an eloquent man not speaking the truth?" (Thomas Carlyle) Today's tip is just a reminder of the power of...
A recent study in the journal Psychology of Sports and Exercise found that if you want to gain a measurable edge over your opponent, stand up straight and...
I believe in dress to impress, the way you dress can determine wether or not you get a job, i believe that most people or employers they do care about your...
There was nothing worse in high school than having your boyfriend or girlfriend say they wanted to see other people. Ouch! In the '70s, we had a phrase about...
You don't know everything. You do know that, don't you? Continual learning is a basic necessity to professional improvement and in many cases it's other people...
That Closes the Sale It's no easy task securing the full attention of decision makers, even for just a few minutes. Most days, you're probably one of 10...
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