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Articles & Archives Sales Success Mar 1, 2009
Road to the Sale: Is your tone of voice costing you sales? While visiting a dealership not too long ago, I sat in on a Saturday sales meeting. I listened to the sales manager tell his staff what the goals for the day were and where the salespeople should put extra focus. During the course of the day, it was obvious that the salespeople were a little confused. The frustrated sales manager turned to me and said, "What's wrong with them. I gave them all the information at this morning's meeting?" Indeed, the sales manager had imparted all the information. Unfortunately, he spoke very quickly, in a monotone, to the point where it sounded like one run on sentence. Nobody understood a word that he said.
Trade new skills for old Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with prospective car buyers. Outdated sales skills fail to address the core issue of how we think about selling and what we are trying to accomplish.