One of the most difficult parts of selling is prospecting/networking, or getting new customers. By far the most powerful thing you can have when approaching new people is a referral from their colleagues, friends or others they respect. The big question that comes before "selling" referrals is "getting" the referrals in the first place.Read More »
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.Read More »
There’s a revolution out there and it’s time for the RV industry to jump on board because it’s not going to go away. Your customer’s might if you don’t get your hands around the phenomenon and how it will play a major role in retaining customers and growing your business.
The generation of workers we are hiring “get it.” The students in college “get it”. And it is very important that the RV industry “get it” as they develop their strategies for the rebound and how you can deploy new technologies to be where your future customers are going to be – in cyberspace!
Think about it. Did you buy something worth more than $1000 in the last six months? Did you do your preliminary research on the web? Your prospects and customers did . . . . . . . . .
A common complaint among sales managers is that they don't get enough cooperation from their employees. You have to realize that you need to give before you can expect to receive. If you want employees who will work with initiative, ingenuity, and enthusiasm, you have to make them feel good about their job and about themselves.
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Selling RVs in tough times requires a tough attitude. Half the battle is in your head and the other half is on the streets. Customers will object to price—that’s what they do. First, they test your price; next, they test your resolve. Being prepared to sell in tough times is the mental game of success. Positive thoughts provide the mental fuel you need for your journey. Positive behavior results from these positive thoughts. These tips will help you move in a positive direction in tough times:Read More »
Ask five economists a question and, it is said, you will receive six different answers. Unsurprisingly, Harry Truman, like every president, often had difficulty extracting useful information from his economic advisors. "All my economists say, 'on the one hand... and on the other hand...'" Truman once cried. "Someone give me a one-handed economist!"
Most successful salespeople and managers would love to improve themselves by reading and taking courses, but lack the time to do so. This is where audiobooks can play an important role in your professional career and give you the competitive edge.
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Another member of the evil empire collection of companies (RVBusiness.com) has shown that they, like some of their sister companies, can be just as devious when it comes to playing games with their competition. In this case the are a day late and a dollar short on brains and implementation, but it does speak volumes about their business ethics and how they will go to extremes to disparage anybody or any company they consider to be competing in their space – which they seem to think they own.
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What is success? Success has been defined as “the progressive attainment of a worthy goal”. While this is a good general definition, each one of us has our own specific idea about what success means to us. So, what does success mean to you? For some people it means status, prestige, and respect; for others it means power - the ability to influence and command others. But for most people, their definition of success includes financial independence and security.Read More »
If you were to build a house, you would begin with a blueprint. This blueprint proves useful because it contains more than directions on how to build a house. It also describes the finished house.
So, what does this have to do with leadership?
Several months ago, I asked an audience of Sales Managers to tell me the characteristics of an ideal leader. Their answers were (in the order collected):
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When I opened my Sunday edition of the Boston Herald, out popped a 48-page color insert titled: "America's Best Vacations." As I carefully reviewed the pages I was convinced that sooner or later I would see a "Go RVing" or "Go Camping America" ad in there someplace ..... but nothing in there about RV's and camping ..... absolutely nothing!Read More »
You just can't keep a good man down. Welcome back, Greg. Hope you enjoyed your brief hiatus.Read More »