Articles & Archives | Advanced Search |

From the Customer's Viewpoint
Do customers buy out of logic or emotion?
"No one ever got fired for buying IBM," has been repeated, believed and acted upon thousands of times. That is a clear indication of how the emotions rule decision making. The emotions involved are security, recognition and self-esteem.

Road to the Sale
When it comes to closing, timing is everything
Waiting until the end of the sales process before closing a sale is like waiting until the last ten minutes of a flight to the moon before making course corrections. In both cases, there is a very low probability of success.

Sales Tips
Six powerful prospecting ideas
Good sales people don't need to be told to ask for referrals or follow up on hot leads, because they understand that prospecting is a necessity and not just an activity. Here are six powerful prospecting ideas:

Prospecting for car buyers in a down market - a better way
Prospecting for car buyers in a down market is no different than prospecting in stronger markets. It is still a behavior, a discipline - doing what you have to do, even when you do not want to do it. The only difference is that you may have to invest more time in sales prospecting in a slow market.

What type of "prospector" are you?
There are seven types of sales prospectors. Each has a unique style of prospecting and communicating. One type of prospector is going to resemble your current style of communication. This article focuses on how to communicate effectively when calling a prospect, as opposed to what you actually say or the steps you take when calling.



Offbeat Auto Biz News Service Email:

Resource Library:

20 Top Legal Trends 2013

What DealersEdge^® VIP Season Ticket Holders are saying

What DealersEdge^® Webinar Attendees are saying

New Training Resources:

DealersEdge, PO Box 606, Barnegat Light, NJ 08006 q Phone & Fax: 800-321-5312 or 609-879-4456