15 April 2019

Is it too much to ask that they say YES?

Get the conversation flowing to build the yes strand in the prospect’s mind.

Read More
11 April 2019

What if it was a £10,000 watch?

What level of service would you expect if you were buying a £10,000 watch?

Read More
08 April 2019

The Internet isn’t all that

In today’s marketplace, the whole emphasis seems to be, ‘web, web, web!’ but this time I’d like to talk about how the showroom experience is being neglected; focusing on the bottom of the ‘sales funnel’ – the point where prospects arrive in our showroom.

Read More
05 April 2019

Who Cares? As long as they sell!

“Seriously, who cares?” is a question I am often asked, when I mention profiling the personalities in the sales team.

Read More
02 April 2019

Three things that mark you out as a Dinosaur!

Unless you live in a cave, you will know we live in a fast-changing retail world. Although I specialise in the motor industry, I find it both commercially and creatively helpful to have a few clients from other sectors and sales disciplines.They include one who sells hot tubs, another who deals in £100k garden cinema rooms, civil engineers and even solicitors.

Read More
27 March 2019

Five points of Influence

When people arrive in your showroom, they have a limited agenda and it is generally accepted that they are now further down the ‘buying journey’ than in pre-internet days. However, we should focus more on what prospects want, than where we think they are in the process.

Read More
22 March 2019

The Customer isn’t always right, but…

“The customer isn’t always right!”

That can’t be the case – can it? Surely, the customer IS always right?

!Well, yes and no.

Read More