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The Words we use have meaning, to us and to our customers, let's make sure that we are using the right words.

It’s nice to have some great phrases or word tracks at your finger tips when talking with your customers.

I know this may sound strange, but it’s true. In a lot of cases the salesperson is the one that creates the objections themselves.

Your customers will almost always say something like this, or close to it. Like most reflex objections, this one is no different. It’s what they know.

The I'm Just Looking objection has been around for a long time, it's really NOT an objection, so don't make it one.

Reflex Objections are just that, the customer automatically says them as a reflex to what you said or are saying. They say them out of habit.

What’s Your Best Price? How often do you hear that question, What’s your best price?

Assumptive Close: also known as the presumptive close, in which the salesperson intentionally assumes that the prospect has already agreed to buy, and moves forward in the sales process.

Being able to do a proper Vehicle Walk-a-round is essential to any salesperson. Not that you will do a full or complete walk-a-round with each customer, but to have the knowledge how to do it and the steps to do them needed information. Each walk-a-round or presentation should be tailored to each customers needs.

Why use Trial Closes? We need to start putting the final touches on our sale, make sure we didn’t miss anything that would prevent us from closing this deal.

It’s very Important to have the customer Not Only Present while you do the trade evaluation, but to Have the customer INVOLVED in the process.

The Discovery Process can cover several steps in the Sales Process, the main point is to gather enough information to know something about your customer, and what they are interested in buying from you.

The Sold Line Close is a closing technique and is part of the Assumptive Close Technique.

When it comes to Presenting the Numbers you had better get it right, this step can either Make you Gross, or Kill it all together.

Activities, Activities, Activities, these are the Life Blood of a Dealership.

Product Knowledge on the New Vehicles that you sell is key to your success, being able to go over the New Model Features & Upgrades will assist you in selling more New.

How Often Should You Do a Daily Inventory Walk? You would think this one was a No Brainer right? Wrong…

For every Feature you have at least one benefit, and at times several more, learn the benefits.

The definition of Either/Or is an expression used to indicate that there are only two options or that both of the two options are acceptable or equivalent. It gives the customer the option of selecting option 1, or option 2.

Cash is King (Still True Today) Always Hit the customer for money down if they are financing. It gives you a better chance of getting the deal done and holding gross. In a lot of cases the cash you get down is equal to the Gross you hold in that deal.

Being a Master of the Phone is a major fundamental skill that you will need to develop if you want to attain the 10% Achiever Level.

Ask for the Sale: This is one thing so many sales people have not learned, developed or are just afraid to do, Ask for the Sale.

How Often and When Do You Talk Price? Take a moment to truthfully examine how often and when are you talking about price with your customers. In order for you to see reality you must be honest here.

Flexible: This one word is Powerful in itself.  What does it mean to the customer to be flexible in this situation, how will they perceive this statement?

Telling is NOT Selling - You can not Tell Your Way to a Sale, you have to Sell Your Way to the Sale.

Investigation, or FACT Finding is another important step in the Sales Process. This is the point where you find out what the customers ultimate goal is for the day. Obviously we want it to be a Sale.

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The Audio Quick Tips is a collection of Short, Quick & On-the-Fly Audio Lessons.