sales strategies

Creating a High Performance Dealership – Part 1

Straightforward Process Leads to Sales Success

Bob Clements advises salespeople to rely on information gathering to increase the likelihood of closing the deal.

By Libby Wawzenek posted on February 2, 2023 | Posted in Department Management

When working with dealerships to improve their sales numbers, Bob Clements notices the same problem cropping up time and time again.

Relationship Selling-9 Tips & Strategies on Handling Incoming Sales Calls

By Floyd Jerkins posted on May 24, 2020 | Posted in Best Practices

In teaching telephone techniques to salespeople and sales managers, I'm always amazed at how many misunderstand the value of the incoming calls to the business. Salespeople many times don't treat them as true lead. This misjudgment is costing the salesperson and the business thousands of dollars every year.

Part 2

Relationship Selling: Measuring Success

November 26, 2019 | Posted in Best Practices, Dealership Marketing

Do you know how many customers that your sales team talks to every week? For many organizations, they don’t know the answer and are leaving thousands of dollars on the table for a competitor to get.

Part 1

Relationship Selling: The Steps to the Sale

By Floyd Jerkins posted on November 26, 2019 | Posted in Best Practices, Dealership Marketing

This is the first article in a 3-part series about four key elements of professional selling and marketing: 1) relationship selling tips and strategies, 2) hiring, training and leading a sales force, 3) integrating marketing and sales teams to perform as a whole unit, and 4) tips and strategies to measure sales and marketing effectiveness and performance.

Free eGuide

How to Sell: Farm Material Handling Equipment

The flexibility and multi-tasking ability of farm material handling equipment gives your customers maximum versatility and increased efficiency.

| Posted in Niche Equipment Markets

The flexibility and multi-tasking ability of farm material handling equipment gives your customers maximum versatility and increased efficiency. In this eGuide, you'll find valuable information about making successful farm material handling equipment sales from three experienced dealers.

Wider World of Business

Great Salespeople Are Born, but Great Sales Forces Are Made

June 6, 2016 | Posted in Best Practices

Source: Harvard Business Review

In sales, where charisma and extroversion can be advantages, some people attribute success more to inborn personality traits than to skills that can be coached or taught. Yet the fact that companies in the U.S. alone spend more than $20 billion annually (by conservative estimates) to train salespeople on products, selling skills, and territory management, demonstrates the widespread belief that you can help “make” salespeople great.