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Sales Success May 15, 2010
| - Road to the Sale
Keeping the pipeline full
What is a Sales Pipeline, and why is it important?
Regardless of what you call it, the sales pipeline is a useful concept used by dealership sales consultants to quantify the potential for sales in the near future. By effectively managing your sales pipeline, you can smooth out customer demand and create a more stable sales cycle with more reliable results.
| - Sales Tips
Some myths about prospecting
Prospecting is one of a dealership sales reps most important functions yet it is the part of the job that gets the least attention. The frequent rejection can be painful. So let's take a different approach and see if we can't take some of the pain out of this very important process.
| - The science behind car buying
Scientific research confirms what dealership salespeople have long suspected: Car buyers are deeply irrational beings. A group of scientists from Carnegie Mellon University and MIT reviewed studies examining how people buy. Most economists and sales trainers - have assumed that car buyers make logical decisions about what they need and what's in their best interests.
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