Last month’s article, “The Accolade Sandwich Sales Meeting” leads me to share specifics about what, from my experience, must to be communicated and maintained, internally by you and your department heads, or “Position Coaches”. You must perfect an ownership mindset and a “how to fish for yourself” skill-set – today and then transmit those skills [...]
For decades, I have (and still do) participated in, observed, run, trained and delegated various meetings. From my ongoing experience in the field, far too many “meetings” are either the “Coffee is for Closers!” fear based attempts to maximize efforts and expertise or are redundant and predictable. Everything starts with preparation. You don’t have time [...]
The first word or attribute that comes to mind with “follow up” is tenacity, because to be successful in today’s market, more is needed beyond picking the “low hanging fruit”. I have developed and adopted my own practical application, helped thousands do the same and hope this message rings true for you and your team. [...]
The first suggestion I have is to mystery shop your competition. Most will start with “what’s your name and # in case we get disconnected?” Would you take that seriously? How many times have they heard that? Listen and learn, then compare to how your people handle calls. QC, or Quality Control will do this [...]
Whether training recruits or re-training “old school” folks, we always warn them of who to avoid, including the waiters! I mean that in two ways: The Sales rep out front waiting on a deal with incomplete tasks on multiple fronts in your CRM right now (and the mini deal order takers) plus Managers that either [...]
Business Development seems to have many perceptions of its functionality. From my experience, Business Development is more than a department. It is a mindset translated into a team’s actions or process. The foundation of Business Development is based on product knowledge, communication skills, fundamental understanding of human instincts and how to not sound fake by [...]
What makes a BDR? Think about it for a minute? When I first heard the concept of a Business Development Representative, first thing that came to mind was a consultant or an advisor. NOT! Working with Glynn Rodean helps you understand the meaning behind a BDR and the WHY! Glynn’s systematic rules and AWOL (A [...]
Mark Ficken General Manager Keith Hawthorne Ford & Lincoln 7601 South Blvd. Charlotte, NC 28217 cc: Keith Hawthorne, Corey’s Friends and Customers & FMMS Dear Mark: Thank you and Keith for your support of Fort Mill Middle School’s Career Day, yesterday; incredible. The fact that you took the time to meet with my teenager (who [...]
Download >> NEW VISION SALES 2011 BROCHURE outlining the services that Glynn Rodean and the NewVisionSales.com team provide to Car Dealers around the country. “Success favors the prepared mind!” Maximize profits, stop “missed” deals from falling into competitor’s laps and take them off the market! Run Hybrid! Bridge every gap with Accountability that works. Break [...]
Are your Business Development and Internet Sales teams integrated with your experienced Sales team, as documented in your store’s Play Book? If you do not have a defined process with a back-up plan for each scenario, it may be time for a bit of a culture change. Or, as I often refer to bridging the [...]