Taking Notes, Getting Better…
So what does it mean when a customer says “just looking”? Well, it’s just a conditioned response. What it means is “Please let me catch my breath and allow me to get comfortable.”
If the timing is right, quickly turn the attention away from the rate and toward the deal as a whole. If your customer presses you on the issue, go for a close…
If your customers mention that they have seen the same vehicle as their trade on another lot or in the paper for a certain dollar, you can respond quickly and strongly…
Rob Hamilton has championed experience at every level of the sales department. Although he has been the architect of re-built finance departments and sales departments as a General Sales Manager, Rob has always had a fondness for the sales manager position that allows for more direct contact with sales consultants.
In 2011, as the General Sales Manager of a GM re-instatement facility, the sales department was re-built from the ground up. All of the training concepts created and polished over the years came together into a rapid turnaround that not only solidified the franchise, but helped the store achieve the number one Combined Positive Impact rating for three months running.
In 2014, Rob made the decision to re-energize efforts to help sales consultants become the best they can be, but also to build a network for the consultants to help one another. Beyond the Walkaround is the result. Please enjoy the product and become part of a growing community!
I have been in sales for a few years now. Every month I buy a book to improve my skills. I have to say that this book is among the best I have ever read. The material is great and I apply it everyday that I go to work. I would highly recommend this book. This book has helped me take my career in sales to the next level.
The best automotive sales book I ever purchased, full of real life advice. I have read it several times and also purchased through iTunes the Audio component! Great insight and workable techniques.
The month I read it or listened I finished at the top most sold units. I will listen again and again. Thank you.
Excellent book enjoyed reading it.
“Your material is at the core of my sales and training philosophy. Some of the most effective methods in todays market. Keep up the good work Robert!”