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 that end, today, we’re talking about creative strategies for getting prospects to visit your website! … More Successful Selling: Creatively Getting Prospects to Visit Your Website
2018 has so far been a breakthrough year. Our commercial sales training program has had more telephone calls in the last two months from dealerships who suddenly want to get into commercial sales than in the last five years combined. Over the last few years, sales have hit records as an improving economy, rising wages, and low interest rates have driven consumers to invest in new vehicles. … More 10 Vehicle Dealership Tips for Working Smarter
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 … More 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! … More The Accountability Chain
I still get in heated discussions by commercial sales consultants who tell me they started their careers cold calling and it was how they built their business. That does not mean it is the best method to grow sales, at the time most sales consultants had no formal training on how to properly grow the business. I am not against cold calling. In fact … More 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 … More Good Questions Are Critical to Making Good Recommendations