News

30 day rejection – are you ready?

In order to reject a vehicle within 30 days of sale, it is necessary for the customer to prove the following: There is a fault now which renders the vehicle not of satisfactory quality, not fit for particular purpose or not as described OR The fault was present at the…

Telephone preparation

Telephone preparation The objective is to provide Sales Executives with the skills to gain more appointments by converting more incoming telephone enquiries into sales. This will increase their understanding of each customer’s requirements. In obtaining this greater understanding they will do as much as they can for the customer. They…

Common car-buying objections

An informal on-line survey extracted by ASA investigated the most common car-buying objections (37%) before the Sales Executive has a commitment was: “I’ll think it over and get back to you.” The survey, surveyed 157 sales executives   After the Sales Executive has a commitment and have started negotiating, the…

Is the internet killing your visits to the showroom?

Is the internet killing our visits to the showroom?   Has the industry changed so much are Saturdays busy or not?   ASA went to a dealership today and to say it was busy would be an understatement! We spoke to the Managers and asked is it always like this?…

Productivity

Sales learning from Aftersales productivity We are often asked how do I sell more than my colleagues or how do I become best in the company and we always say. Be different and ask unreasonable questions to the customer that will result in more sales. Sell more in the same…

Hunter or farmer

Who are you the Hunter or the farmer?   How many customers have you seen this week that have not bought from you? On an average week ASA predict 4-5 customers would have been seen, contact made and not closed the sale. Why? An average profit earning of £1100 and…

We Nose…Do you Nose?

We Nose…Do you Nose? Auto Sales Academy will be donating 25% of all subscriptions in March to Red Nose day 2015! Since the last Red Nose Day, Comic Relief has helped over 12 million people living unimaginably tough lives all over the world, using money raised through Red Nose Day,…

Secrets of Body Language

Secrets of Body Language It has been said that the words we use only express 7 per cent of our emotions. 38 per cent of what we feel is expressed through our tone of voice and inflexion. The remaining 55 per cent is expressed through facial expression and physical gesture…

Naturally enthusiastic

Are you naturally enthusiastic or not? When recently at a dealerships morning meeting, we asked this question and we got mixed answers. ” Yes I am” ” No I’m Not” ”Well you have to be in this occupation, don’t you?” ”It takes me sometime to warm up, but when I…

Luck and selling

Luck and selling I often hear people mention the word luck to me when dealing with a customer or when having a bad month. I would argue that luck does not exist but that we are in a profession that takes skill, education, practice, expert knowledge and planning.   A…

Handling objections car sales

handling objections car sales How do you go about Overcoming Sales Objections? Remember to have any chance of overcoming sales objections you must first have established mutual trust and confidence and let the prospect know that you are there to be both an advocate and a consultant. If you can…

Squeezing the pips

New car sales growing month on month with its 35th consecutive month rise, the start to the year registrations grew 6.7% in January to 164,856 units. The rise in new car sales is impressive, however has this also resulted in the rise in your sales ratios and volumes sold per…

Presentation of your product

Presenting your car for sale I am never surprised by the way some cars a presented for sale either private sale or trade. First steps of the sale are presentation it doesn’t matter whether the car is 10 years old or 3 months get it cleaned. This does not need…

Relationships over the Long Term

Managing  Relationships with our Customers over the Long Term. Given our purchase cycles measured in years for most customers, it’s essential that we do this. So back to the point I made earlier.  It is what we do with our Customers that will dictate what they do when the time…

People buy from People

  People buy from People! It is a cliché to say people buy from people, but it’s true.   We often talk about our people being our biggest asset, if this is the case, why is it so often you can’t find the same sales staff in the dealership after one…

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