Presentation Basics

Coaching Presentation Basics A central issue to an effective presentation is the degree of customer understanding and involvement. To be effective, a sales presentation must answer four basic questions for the customer: “What is it?” “How does it work?” “What … Read More

Fact Finding Questions

Salesperson Fact-Finding Here are powerful questions you can ask to obtain the information necessary to find the most suitable vehicle – and to structure negotiations later. Understand that 100% of the customer’s present behavior is based on past car-buying experience—use … Read More

Sales Managers – Addressing Price

As a manager, you will want to use word tracks that work and practice using them with your team. For example, at this early phase of the sale, the salesperson’s success will depend on moving the customer out of their … Read More