Mike Whitty's Sales, Management & Internet Blog

Internet - Internet Power for RV Salespeople

mike@rvsalestraining.net — Fri, 02 Jan 2009 01:27:00 GMT

How would you like to increase sales and gross profits on today’s informed customers? People are doing their homework and coming into your dealership prepared. In addition to the internet they may have looked in their local paper (at least let’s hope so because you spent $8,000 on that ad), read a consumer magazine, called the local radio talk show consumer advocate or shopped at other dealerships. This creates confusion. Let’s focus today on the customer that has researched their purchase on the Internet and how to turn that prospect into a buyer.

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Mgmt - Sales Manager's Success Begins with Loyalty

mike@rvsalestraining.net — Mon, 29 Dec 2008 05:03:00 GMT

The loyalty of your salespeople is your greatest asset as an RV Sales Manager. Loyalty and respect can have some tangible benefits. A good team can produce more sales and profits which reflect upon the leadership provided to them.

Many Sales Managers act in a machine-like manner with a simple message, “You’re hired to just sell and produce results!” in a no-excuse atmosphere. They neither allow or forgive mistakes, resulting in an environment where people are hiding their mistakes and fudging their results to keep the Sales Manager off their backs. They fear their Managers. A common response is that some Managers would rather have their salespeople fear them rather than respect them. But fear doesn’t engender trust and loyalty and it certainly undermines the overall productivity of the sales staff.

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Sales - How to Avoid Derailing the Sales Process

mike@rvsalestraining.net — Sun, 21 Dec 2008 18:26:00 GMT

There are many things salespeople can do to derail the selling process. So let's discuss the following four mistakes and fixes.

1. They pre-qualify
When you play ‘guess who the buyers are’ you are wrong more often than not. Judging a prospect based on the car they drive up in, their dress or appearance is both arrogant and ignorant. If you think you can tell who can or can’t buy based on these factors, let me take the pressure off you: you’re not that good!

Fix: Treat people like a qualified buyer until they prove otherwise. Give them the same respect you expect when you shop. Even if they can’t or don’t make the purchase, when you treat them well you’ll build goodwill, reinforce good habits and gain a valuable referral source for future sales.

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Mgmt - Your Sales Management Checklist

mike@rvsalestraining.net — Sun, 14 Dec 2008 22:27:00 GMT

Leading your sales team is a complex pursuit with a single objective - to meet and exceed the sales objectives for the dealership you're managing. The variables that can impact your success as a leader are tremendous.

Below is your sales management checklist. Its purpose is to help you stay on top of the primary issues that should have your attention on a regular basis and to avoid letting the important success factors slip through the cracks. Your particular sales world will likely involve a few more points or slight changes that are specific to you and your sales team and dealership.

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Sales - RV Salesperson's Resolution for the New Year 2009

mike@rvsalestraining.net — Sun, 07 Dec 2008 20:14:00 GMT

Now's the perfect time to evaluate your performance and improve the five areas that are essential to your sales success.

The start of a new year brings resolutions of all kinds, from quitting that nasty habit to shedding those extra pounds. But have you put any thought into what your resolutions for your business will be? The beginning of the year is the perfect time to evaluate your salesperson's performance and improve the areas that will help your business grow.

To help you evaluate your business and your goals, here are the top 5 things we feel all salespeople should put on their list of resolutions.

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Internet - Developing an Internet Business Plan for 2009

mike@rvsalestraining.net — Sun, 07 Dec 2008 20:02:00 GMT

Do you have a business plan for your internet department? I would venture to say that you don’t. Without a plan, how can you ever tell if you’re succeeding if you don’t know what you are measuring against?

The way most dealerships run their internet departments would be like a football team that randomly assigns players to their positions, rarely hold practices or meetings, has a team where no one knows the rules and have no playbook to study, has no coach, their equipment is old, and the front office doesn’t spend a dime to market the team. This team will probably make very few touchdowns, on top of making the SuperBowl.

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Mgmt - Questions to Ask During the Interview Process

mike@rvsalestraining.net — Sun, 07 Dec 2008 19:51:00 GMT

Interviewing can be a tedious and stressful time. Which questions should you ask, which ones are appropriate? Are you going to pick the right person for the position? Below is a list of 23 interview questions RV Sales Managers will find most effective. These inquiries range from basic to complex. Some of the questions are very straight forward and some are tricky ones that bring out the candidates personality and behavior without directly asking them.

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Mgmt - The Sales Manager Everyone Hates to Work For

mike@rvsalestraining.net — Tue, 02 Dec 2008 02:20:00 GMT

One of the first things you become aware of as an RV Sales Manager is that you have many roles to play. At various times (and often all the time) you are a time management supervisor, a meeting planner, a contest creator, a report generator, a talent scout, a disciplinarian, a coach, a salesperson, a customer service representative, a trainer and a psychiatrist. All of these roles, well executed, make for a great Sales Manager - one whose main purpose is to get the best out of his/her salespeople.

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Sales - Profile of the Perfect Salesperson

mike@rvsalestraining.net — Sun, 23 Nov 2008 15:51:00 GMT

Every Sales Manager’s dream: The Perfect Salesperson. High personal sales production. Eager to come to work on time. Excited about the department reaching its quotas. Tactful, polite, and well-behaved at Christmas parties.

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Mgmt - 3 Simple Keys Will Make Your Customers Stick

mike@rvsalestraining.net — Sun, 23 Nov 2008 15:44:00 GMT

Do you spend a lot of time and energy trying to attract new customers to your dealership, hoping to pump up your bottom line? If so, you're probably missing an untapped source of sales that exists right inside your dealership - there's truth in the statement that your customer base is your most valuable asset.

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