The Three M’s
Without a universal understanding of three standard sales steps by your sales team, any sales process, no matter how well designed, becomes completely useless.
Working Word Of Mouth
Once you realize what a word-of-mouth campaign is and how they work, you can ultimately control, to some measure, the message of the campaign.
Sit On It
One of the measurable activity steps in the sales process is sitting on a unit, which gives the customer a sensation of ownership, greatly increasing the chance that they’ll buy today.
Rocky II
Sales managers often make the mistake of measuring what has happened yesterday without measuring it against what is happening in real time. Otis Hackett continues his lesson on managing individual sales encounters with customers.
Sales Manager Makeover
Sales managers often end up as inventory control clerks or paper shufflers or any variety of things that have nothing to do with what they should be focused on – managing individual sales encounters with customers.
The Magic Number
One of the hardest battles for a sales manager to wage is to achieve that crucial balance — the fight between getting all the money and giving the bike away.
Exceptional Service
There are just as many dealers out there working as hard as they can because they just love sharing the sport with other people.
Explosive Sales
The best salespeople can’t be managed — they’re cannons, and cannons can only be aimed.
Desperate For Repentance
Desperate For Repentance: Release Your Inner Reactive Dealer.
Dear Dealer
An Open Letter To Dealers In A Declining Market.
Check Your Motivation
Sell with structure and integrity to weather the down market.
Who Owns This Money?
As the economy continues to tighten up, you had better be feeling the urgency to capture customers’ discretionary dollars.