In the last few years, I have several times been invited, as a prelude to training programmes, to address teams of Sales Managers on how to grow their business without simply sacrificing profitability. This article is a blend of the content of those addresses. For the sake of this discussion, the pie represents the [...]
Sales Management
Certainty is the Antidote for an Overdose of Variety The automotive market offers a phenomenal number of choices to vehicle buyers. This choice includes the number of makes and models, as well as the number of dealerships to buy from, the financing options and choice of financiers. Additionally, there are more secondary sellers (brokers) and [...]
I was driving between appointments today and listening to music. In my playlist was a song called "Hard Act to Follow" by Split Enz. This song was a favourite of mine in the early 1980s and I started singing along. As I drove and sang it occurred to me that I was singing some incorrect [...]
Road to a Sale is a procedural guide for helping a client to buy a car. Different versions of Road to a Sale have been around for decades and there have been an extraordinary number of different versions of Road to a Sale. Some manufacturers and dealerships have their own versions of Road to a [...]
In recent discussions with colleagues, we have talked about the importance of effective product knowledge in providing good customer service. One example I gave was a concierge in a hotel, who may be extremely polite, considerate, enthusiastic and eager to help. However if he/she doesn't know the hotel and its facilities, doesn't know the local [...]