Striking Gold: Cultivating Your Top Customers for Continued Success

Close up lump of gold mine on wooden table

The California Gold Rush may have ended over 160 years ago, but there is still gold to be found among your own customers. Every time I give a seminar or consult for a dealership, I’m asked, “What’s the fastest way to grow my business?” My answer is always the same: “Through your best clients.” Just like gold that has been wisely invested, our top customers maintain and increase in value over time, providing both retained business and prospect referrals. Continue reading “Striking Gold: Cultivating Your Top Customers for Continued Success”

10 Tips for Building the Best Commercial Dealership Team

happy and confident team leader in front of his group

I get phone-calls and emails almost weekly from new commercial vehicles salespeople. Many of them are near the end of a three- or six-month draw against commission and are looking for answers on how to survive when their draw disappears and their income becomes based on commission. I typically ask the same questions — and receive the same answers:

Q: “What has been your main prospecting activity?

A: “I was told to knock on doors of local businesses.

Q: “Have you attended any trade associations or group functions?

A: “I only go to the Chamber of Commerce events.”

Q: “Doing those activities, have you had meetings with decision-makers?

A: “Very rarely. How do I get those appointments?

You get the idea. Only a small percentage of these new hires make it past the guaranteed draw period, much to the frustration of the commercial sales manager. What sets apart the dealerships that seem to consistently find success when building their team? In my view, the answer lies in developing and implementing quality hiring, training, and management practices. Here are 10 tips (3 tips on hiring, 5 on training, 2 on management) to help you build the best dealership team: Continue reading “10 Tips for Building the Best Commercial Dealership Team”

How to Lose Vehicle Sales

Businessman cowering on blue blackboard background with chalk drawing of

Yes, yes, I know the title sounds negative. Losing sales, after all, is a dealership’s worst nightmare. But talking about what NOT to do helps dealers identify mistakes to avoid and highlights the more productive solutions commercial salespeople should pursue. It’s an important conversation, because some of those pitfalls are not just small stumbles along the way, but major setbacks that contribute to missed sales opportunities and negative attitudes among sales team members. In other words, highlighting “How to Lose Vehicle Sales” allows us to have a discussion about if your dealership’s systems and practices perpetuate a culture of success or failure. Let’s dig into 3 quick scenarios: Continue reading “How to Lose Vehicle Sales”

7 Steps for Creating a More Productive Commercial Vehicle Sales Team

Many commercial sales managers can get caught in a dilemma I refer to as “the disparate sales team.” A disparate sales team includes both new and experienced sales consultants. The novices, those who are new to commercial sales, are often millennials in their 20s and 30s and bring with them an awareness of new, innovative ways of connecting and an enthusiasm for trying new strategies and methods. The old pros, those who have been around the sales block a few times, are often in their 50s and 60s and offer classic sales lessons that can stand the test of time.

Each team member, the novices and the old pros, each bring helpful knowledge and abilities to the table. But without guidance, they may not learn from each other. This is a big risk, as there are more dealerships than ever getting into the commercial side of the business. I know, because we are contacted constantly by retail dealers interested in pursuing commercial sales. Clearly, it’s incredibly important that commercial sales managers unite their novices and old pros, and together develop relevant skills that can keep your dealership productive and competitive. That’s why today we’re breaking down 7 Steps for Creating a More Productive Sales Team!! Continue reading “7 Steps for Creating a More Productive Commercial Vehicle Sales Team”

10 Tips for Creating an Ideal Sales Day

As a salesperson, your job is to get in front of decision-makers and facilitate productive conversations that lead to a commitment for business. Previously on the blog, we’ve discussed what it takes for a salesperson to put together an Ideal Sales Day that is constructed to maximize opportunities for networking and sales. The real point of the post was that organization and planning are the keys to your success. Continue reading “10 Tips for Creating an Ideal Sales Day”

An Ideal Sales Day vs. A Typical Day

Senior Adult Planning Agenda Calendar Concept

Is there such a thing as a typical day for a commercial sales consultant? Maybe not, but there absolutely are certain priorities and actions that can make a day ideal for a dealership.

A commercial salesperson’s ideal day has its beginnings in the days and weeks beforehand, through a process known as “strategic planning”. A typical day that lacks previous planning means that we arrive to work unprepared to avoid distractions or to seize opportunities. An ideal day, however, is intentionally structured by focused and prepared dealers who consistently lay the groundwork for future success and create their own opportunities. Continue reading “An Ideal Sales Day vs. A Typical Day”