tag:blogger.com,1999:blog-95423672011-12-23T04:46:52.216-08:00Auto Sales Training by Bob MoreyOffering over 30 years of retail automobile sales training expertise. With experience in: Sales basics, Desking skills & methods,Inventory control, F&I techniques,Closing word tracts and much more. On site training at your convenience.Morey's Musesnoreply@blogger.comBlogger181100tag:blogger.com,1999:blog-9542367.post-1107999049237986972005-02-09T17:22:00.000-08:002005-02-09T17:30:49.236-08:00More is more.Of the lot-ups we greet, those that we get to a write-up, have a significantly higher tendency to end in a sale. How do we get most of the people we talk to, sitting down in front of us in a closing booth? Even if only to fill out on a worksheet the proper spelling of their name, their phone #, address and trade-information? Try these on the difficult ups… the ones trying to escape. What do you Morey's Musesnoreply@blogger.com15tag:blogger.com,1999:blog-9542367.post-1107271537603060582005-02-01T06:29:00.000-08:002005-02-01T07:25:37.603-08:00Don't make secondary, 2ndary#%@* By Bob MoreyToo often we see dealers who sincerely want to get their fair share of the secondary-finance business but don't get to first base. An abridged version of our training in this area follows this simple formula: Px3.
In the business of selling anything, understanding the 3 P's are the basis for success.
The 1st P is for Prospect. You must have a goodly quantity of folks through the door who have aMorey's Musesnoreply@blogger.com1tag:blogger.com,1999:blog-9542367.post-1106420982947620962005-01-22T11:08:00.000-08:002005-01-22T11:10:23.646-08:00Don't be afraid to Close the sale by Bob Morey
Too many salespeople have it backwards. They're afraid to ask for the sale or follow-up with customers because they don't want to appear "pushy." However, you stand a much better chance of offending a customer by not asking un-flinchingly for the sale or by neglecting those follow-up calls to cinch the deal.
Let me explain. Put yourself in the prospect’s shoes for a moment. Do you like to be Morey's Musesnoreply@blogger.com0tag:blogger.com,1999:blog-9542367.post-1106420747478081742005-01-22T11:02:00.000-08:002005-09-28T18:52:34.173-07:00Feel good about you? by Bob MoreyDo you feel good about yourself? If you don’t, then stop trying to sell cars until you do. You’re wasting your time, pilfering money from your dealership, hindering people from making important life decisions about owning a newer vehicle, and becoming more dependent on others if you can’t convince yourself and others of your value to the process of selling a vehicle.Watch a salesperson approach aMorey's Musesnoreply@blogger.com0tag:blogger.com,1999:blog-9542367.post-1106415795544289632005-01-22T09:41:00.000-08:002005-01-22T09:55:17.573-08:00KISSOne of the first lessons I learned in the business of retailing automobiles was the KISS rule. KISS is an acronym for Keep-It-Simple-Stupid. One visual depiction of this rule is: open mouth, insert foot; a good concept to keep at the foremost part of our brains!
Jackie Cooper, an industry legend in auto-retail sales training, told me a story once about how he blew a sale he’d just closed. JackieMorey's Musesnoreply@blogger.com0tag:blogger.com,1999:blog-9542367.post-1105047607643963782005-01-06T13:39:00.000-08:002005-09-07T09:56:49.240-07:00Hire me, I'll train everyone!Traffic down?...need to close more deals? ...want more gross?Fundamental to success, is that success demands more than mediocrity.If we keep doing what we’ve been doing, we’re going to get what we’ve been getting.1 day, crash or burn, re-train, in house seminar. (10 hours).• Simple desking techniques to increase close % & gross…(2 hours)for Desk and F&I managers. Techniques and role-play.• Morey's Musesnoreply@blogger.com2tag:blogger.com,1999:blog-9542367.post-1105034414121085562005-01-06T09:59:00.000-08:002005-01-06T10:06:12.120-08:00
Search Now:
Morey's Musesnoreply@blogger.comtag:blogger.com,1999:blog-9542367.post-1103053041710119922004-12-28T01:36:00.000-08:002004-12-29T09:48:05.810-08:00Please Comment!Your feedback is important to us. If you have any selling "gems" you would care to pass on, we'd be happy to publish them as well and give you credit. CLICK ON THE *TIME STAMPS* UNDER EACH ARTICLE OR POST TO MAKE YOUR COMMENTS. Thank you.
Morey's Musesnoreply@blogger.comtag:blogger.com,1999:blog-9542367.post-1103647405423269582004-12-21T08:42:00.000-08:002004-12-28T09:45:45.280-08:00
register on ebay
Morey's Musesnoreply@blogger.comtag:blogger.com,1999:blog-9542367.post-1103060564525717662004-12-14T13:42:00.000-08:002004-12-14T13:42:44.526-08:00How to Start Your Own Newsletter or Ezine
Morey's Musesnoreply@blogger.com2tag:blogger.com,1999:blog-9542367.post-1103059554262474442004-12-14T13:09:00.000-08:002004-12-29T09:50:18.510-08:00Communicate like a PRO. by Bob MoreyEssentially there are six areas of communication we need to become good at in order to be masterful communicators; the most important is the ability to listen like a communicator: very difficult to do.
Show that you are listening:
1. Lean forward with your eyes on the speaker.
2. Nod your head from time to time as the customer talks.
3. Do not cross your arms or take on a superior posture, (Morey's Musesnoreply@blogger.com2tag:blogger.com,1999:blog-9542367.post-1103054136365958922004-12-14T11:54:00.000-08:002004-12-14T12:05:28.943-08:00Morey's Musesnoreply@blogger.com0tag:blogger.com,1999:blog-9542367.post-1102968056636969222004-12-13T13:00:00.000-08:002004-12-13T12:00:56.636-08:00Morey's Musesnoreply@blogger.com0tag:blogger.com,1999:blog-9542367.post-1102940322421547572004-12-13T04:15:00.000-08:002004-12-13T04:18:42.420-08:00Mark Twain wisdom"It is better to keep your mouth shut and appear stupid than to open it and remove all doubt."
Morey's Musesnoreply@blogger.com0tag:blogger.com,1999:blog-9542367.post-1102795283545461162004-12-11T11:54:00.000-08:002004-12-11T12:01:23.546-08:00The Perfect Selling Machine! by Grant CardoneHere's a great item from my hero and friend Grant Cardone. If you ever have a chance to attend one of his training sessions, don't miss the opportunity!
Have you ever noticed the enthusiasm, the flexibility, creativeness, persistence, the follow up, the range of communication skills and tenacity of a child? A child will ask one hundred times a day until they succeed. They will employ whatever Morey's Musesnoreply@blogger.com1tag:blogger.com,1999:blog-9542367.post-1102782465016194222004-12-11T08:05:00.000-08:002005-01-04T07:42:18.623-08:00 December negotiating tipsThe Columbo turn
For that iff'y customer whose commitment to "buy now" seems a little too insincere, try this: as you're getting ready to go to the desk for the first set of figures... just as you stand and begin to walk away, turn and say, "Oh by the way, do me a favor and don't give up on me and I won't give up on you. Fair enough?" Most people will say O.K. Then, if after seeing numbers that Morey's Musesnoreply@blogger.com1tag:blogger.com,1999:blog-9542367.post-1102635295778555752004-12-09T15:05:00.002-08:002005-01-22T11:00:22.690-08:00Afraid to: CLOSE THE SALE? by Bob MoreyToo many salespeople have it backwards. They're afraid to ask for the sale or follow-up with customers because they don't want to appear "pushy." However, you stand a much better chance of offending a customer by not asking un-flinchingly for the sale or by neglecting those follow-up calls to cinch the deal. Let me explain. Put yourself in the prospect’s shoes for a moment. Do you like to be Morey's Musesnoreply@blogger.com0tag:blogger.com,1999:blog-9542367.post-1102633965533961172004-12-09T15:05:00.000-08:002004-12-29T09:53:05.500-08:00A Morey selling basicPeople buy for their reasons, not ours!
Your job is that of a detective more than as a salesperson. You must find out the customer’s motivation for coming into your place of business by asking “Fact-Finding” questions.
Morey's Musesnoreply@blogger.com0