Sales Training

Tips for Reducing Automotive Sales Staff Turnover

Competitive salary and benefits, flexible schedule options, and tuition assistance are three basics in employee retention.  Especially for millennial employees, these are the Holy Grail for recruitment and reducing employee turnover.  But, employers can reduce employee turnover in many other ways. Select the right people in the first place through behavior-based testing and competency screening.  …read more…

Six Habits of Great Salespeople

A great sales team is imperative to the success of any company.  So, how do you tell a good sales person from an average one?  Great sales people have these six key habits: Products and Services Awareness Successful sales professionals have solid product knowledge.  They understand the aggressive landscape of the competition and know how …read more…

Sales Training: Investing in the Retention of Your Sales Staff

Can you turn your training participants into learning magnets who can’t wait to attend their next training opportunity?  Absolutely.  Can you expect improved work performance as a result of the time, energy, and money you invest in training?  Absolutely.  What participants do during the training session makes all the difference.  Use these eleven ideas to …read more…

Four Key Ingredients for Developing a Successful Automotive Sales Team

What do I have to do to develop a great sales team? Ideally, a dealership desires a team of veteran superstar salespeople to just chug successfully along turning profit.   In reality, a sales department experiences a high level of turnover.  As a result, there is no easy answer to this question. Focusing on what …read more…

Six Ways to Building Human to Human Transactions

It’s unfortunate, but when approached with a genuine request to be of assistance, most of us are prone to wondering “What do you want from me?” or “What are you selling?”  The all too common and frequent hidden agendas that often occur in B2B and B2C interactions are to blame for this malaise. A single loyal …read more…

Creating Red Carpet Customer Service

There are probably a thousand reasons or more that customer service and creating lifelong customers is a valuable automotive sales training topic, but here are just nine that affect all industries that should get your attention. 86% of buyers will pay more for a better customer experience. But only 1% of customers feel that vendors …read more…

Sales Training: Building Relationships on Social Media

Rejection is part of the sales professional experience, but selling is a personal experience for both the salesperson and the buyer. Long sales cycles, endless follow ups via email and phone and no-after-no cannot only be brutal on the morale of a salesperson; it is often not much fun for the buyer either.  Now when …read more…

Automotive Management Training: Recycling Your Perspective

When someone claims to be “green”, what first comes to your mind?  They are making an effort to reduce their carbon foot print on mother earth?  Maybe they are a vegetarian?  Or they are actively recycling? When I hear the word “green” used to describe someone, the first thought that comes to mind is “green …read more…

Automotive Sales Training: Three Strikes and You Are In!!!!

Both automotive management and sales staff struggle with vendors, prospects and/or clients that fall out of communication after a dynamic conversation.  Usually after three attempts, the manager and/or salesperson will give up without success.  Hence, the Three Strikes, You Are Out Rule. Consider a twist on that play…three strikes and you are in!!!!  Normally, we …read more…

Let’s Play Ball: Winning Teams Recruit and Train

Wikipedia defines “Teamwork [as] the capability to comprehend and recognize the diverse strengths and abilities in a group setting and then applying them to one final solution. The Winning Team concept has spread from the world of sports where it is well known and accepted, to business, so much so that it is in danger …read more…

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