Archive Monthly Archives: November 2012

The car dealership and car sales people

Here is a video about sales in American car dealerships. We all know how bad some car dealerships are, and how bad car sales people can be.

What is it about vehicle salesmen? The world is full of them but how many have ever read a book on Selling? How many understand the difference in what their selling as opposed to selling a floor mat for the car?

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jaguar_xf

The dreaded car yard and car sales people

Car sales people, Car yards, vehicle sales. Are they all the same? It sure seems like it. My recent experience was when I had a whim and thought I would check out the famous British car Jaguar. (Now owned by a company in India I believe).

I walked onto the yard when there was very few people around and has plenty of time to look. It was not long, (shorter than usual) before I was approached by a smart looking car sales person. The first words were the dreaded “Can I help you?” I pointed out that I was taking a look at Jaguar as I had not taken any interest since the days of high maintenance with leaky oil seals and faulty transmission units.

Well I was in for an education, the salesman really got into high gear and started pointing out endless features covering a number of different models. I cannot remember ever having such a complete list of features from anyone for so long. He took me through each model in detail, raving with wild enthusiasm about how great these cars were. Including pointing out the manufacture was still conducted in the UK regardless of the fact it was now owned by an Indian organization.

I was told about the leather seats, GPS system, Ipod accessory sockets, phone prep etc. Overall the lecture went on for close to forty five minutes. During this time the salesman also pointed out that he was once a mechanic so he knew all about the Jaguar and how it has now overcome the service issues it was renowned for in the old days.

Quite frankly I had been bombarded with information, not one single question was asked of me, nothing about who I was, where had I come from, what was I driving, why I had visited there yard today.

When I was about to leave I was aked if I would like to take a drive in one of the new cars, my reaction at that time was “Maybe later”.

At that point I was asked if I would be happy to leave my mobile number and he would call in the weekend to see if I would come in and take a test drive at that time. Naturally I gave him the number and went on my merry way. All in all quite a daunting experience and I left totally confused on which models I had actually seen. In fairness to the salesman I did get a call and he left a message inviting me in to take a test drive.

At this point I have not been back. My thoughts about all this brings me to the point in asking why these sales people are not trained. Why don’t they understand how to ask questions? The business people miss when making major sales must be astounding and even learning a few fundamentals would help.

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The Customer when making major sales

Here is a video that is right to the point and if you think making major sales is the same as making simple sales, think again. Here are my mentors and their research is now accepted world wide when it comes to making major sales.

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Features in making major sales

Everyone involved in selling loves talking about features.

Features are the integral part of products or services and what many people involved when making major sales.

Many sales people are not aware that just talking about features can destroy their sale.

In a very simple low cost sale features are usually important however the opposite is true when making big sales.

Most sales managers tell their sales people to get out there and talk about all the great features of their product or service.

In most cases these sales managers have no idea what they are talking about.

Research by the Huthwaite group in the early 1970’s found in the bigger sale talking of features had little or no effect on the outcome.

The art of asking questions is by far the most important factor and understanding these questions and being able to analyse the answers correctly is far more important.

Being able to uncover explicit needs and requirements of your customer and help find a solution is far more important.

If you think you have what it takes go and register on our home page in the appropriate category you are currently involved in. We hope you are really doing well making major sales.

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Objection Handling and Closing Sales

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I don’t want it

I have spoken many times about objection handling and closing when it comes to selling. The message however does not always get through. Did you know that traditional closing techniques just do not work when making major sales? Trying to overcome objections during a larger sale can also cause you problems as well and contribute to lost sales.

The skills required for making big sales can be demonstrated quite clearly with the research Neil Rackham carried out in his Newcastle study way back in the early 1970’s.

Rackham found that successful sellers focus on objection prevention, NOT on objection handling. The research analysed how they did it and described it in his books. The sales courses aimed at specific industries also explain these skills in detail and if you are able to practice and obtain these important skills you will find a major improvement in your sales ability.

The same thing applies to closing the sale, Racham found the closing techniques used in smaller sales can lose you business when making major sales. Most commonly taught closing techniques do not work, the skill is to find better ways of obtaining customer commitment in the major sale and once again in our dedicated sales course we place a huge emphasis on this skill.

For some strange reason the average sales course goes into great detail and training about handling objections and closing techniques. In virtually every case these relate to making simple sales. In my experience I have collected and read numerous books on sales training, and most sales managers teach this method to their sales teams. However if you are involved in making major sales and you adopt these training techniques it is very clear you be heading in the wrong direction.

In our courses we teach the techniques that have been proven to work through dedicated and tireless research by Neil Rackham of Huthwaite Research.

There are very few sales people in the world who have these skills, few organizations teach it and the reason is simply because they do not know about it.

My passion is being able to show a potential sales person how to advance to super sales person in a few short steps in record time. If you sell big ticket items and you are involved in making major sales we can help you providing you can read, listen and ask questions.

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