Technology. Websites. Internal Metrics. Social Media. We live and work in a rapidly evolving world with more online tools than ever before. While some sales principles will always remain constant, success in our competitive industry requires commercial dealerships and salespeople who adopt the digital tools that help sell more inventory.
Welcome to Part 4 of our commercial dealership Successful Selling blog series, produced through a partnership between Commercial Web Services, Commercial Truck Trader, and Equipment Trader. As leading providers of innovative solutions that connect buyers and sellers in the equipment and trucking industries, we’re committed to using this blog series to help dealers reach more customers.
To check out the previous entries in the Successful Selling series, just click on the titles below:
As we dive deeper into the process of gaining referrals, I want to mention a saying that I live by: “In a bad system, even a great salesperson will most likely fail. But in a great system, even an average salesperson will most likely succeed!” Our system to Gain Endless Referrals is called our “Vendor Referral Program.” Here are the main focal points:Continue reading “How to Gain Endless Referrals!”
You have been through the scenario before. Your sales people make their business plans, you review them together, and six months later, nothing has happened! They are doing all of the things they did the year before! All of the great intentions of contacting new prospects, expanding their business base, and initiating a marketing program are still on paper. Before we point the finger at their lack to follow through, look in the mirror first. Did you create any accountability with their plans? The usual answer is no.
I still get in heated discussions with commercial sales consultants who will defend cold calls until the end; after all, they started their careers cold calling and it was how they built their business. I am not totally against cold calling, but that does not mean that cold calling remains the best method to grow sales. In fact, there is some pretty good evidence that there are more effective ways to generate leads and sales. Unfortunately, much of the commercial vehicle sales industry continues to over-rely on cold calling, so today we’re taking a closer look at cold calls and the real ways to make profitable connections. Continue reading “It Doesn’t Have to be Cold Out There!”
We listen to a lot of phone calls from prospective buyers to commercial dealerships. It gives us a really good temperature reading on the sales acumen of commercial salespeople. Some dealers handle phone calls beautifully, and we can learn from their techniques. Let’s spend a couple of minutes discussing some best practices for inbound phone call leads. Continue reading “Good Questions Are Critical to Making Good Recommendations”