Tuesday, October 3, 2017

How to Train a Winning Sales Team

According to common perception, making a sale boils down to persuading a customer to purchase a product or sign up for a service. While this is true, sales is not a one-person show. In many of today’s businesses, a sales department consists of individuals determined to reach targets. And while everyone has his or her own strengths and skillsets, sales is generally all about achieving a singular goal. Every member of a sales team is mobilized toward an objective.

Image source: salesdrive.info
Many seasoned sales professionals can attest to the grunt work of training a winning sales team. With different personalities and backgrounds, a sales team could be a hotbed of clashes, especially when pooling ideas, defining strategies, and setting goals. It is, thus, up to the leader to acknowledge all these differences and use them to the team’s advantage.

That said, here are three tips on building and leading a stellar sales team:
1.Promote unity. Leaders should make their team understand why they need to be a team. Each member needs to take to heart the critical nature of a common goal and the urgency of their respective responsibilities.
2.Provide feedback. Leaders should not skimp on furnishing feedback to the team whether it is about a sales target reached or an observation from senior management or a client. Providing consistent and constructive communication is crucial in making necessary adjustments in strategies or plans.
3. Facilitate effective interaction. Leaders should create an environment where goal-setting and problem-solving are done as a team. While personal goals can motivate each, members shouldn’t feel that they are pitted against each other. Training programs, seminars, and team building sessions are some of the ways that leaders can use to further strengthen the interaction and work relations among members.

Image source: newsalescoach.com
Jeffrey Lupient, current President and CEO of Lupient Automotive Group, made his mark in the automotive retail sales scene as a result of his early exposure to the family business. For more articles on sales and management, subscribe to this blog.

Tuesday, August 22, 2017

Seal The Deal: Sales Closing Techniques That Work

In sales, the closing is as important as any part of the pitch or presentation. Most successful sales reps or teams abide by the ABC rule, which means “Always Be Closing.” The sales leg work, market and prospect research, building of rapport with the prospective buyer – all of these should be concluded with an effective closing, otherwise, all the hard work may not result in a sales transaction.

Image source: quota.life

There are different techniques on closing sales, and the following are few of those that have worked for sales winners:

Urgency Close

Also called the “Now or Never” Close, this technique capitalizes on either available promotions or the limited time the customer has to decide whether to purchase or not. However, this closing technique should only be used by experienced salespeople who have established a good rapport with a client.

Question Close

One of the most effective closing techniques is turning the concluding statements into a series of probing questions. The questions either elicit a definitive response from the prospective buyer or determine why he is not convinced to purchase yet.

Option Close

When sales pitching to prospects, it is better to provide them with options instead of asking open-ended questions that will require them to think deeply about first before answering. During the closing, salespeople can give the buyer choices on when to complete the transaction or other alternative solutions.

Image source: simpleprogrammer.com

Having been involved in his family’s chain of car dealerships since his younger years, Jeffrey Lupient has gained substantial experience and knowledge in sales and business development. Read more about these topics in this website.

Wednesday, June 21, 2017

In Safe Hands: The Safest Cars of 2017

People consider many factors when buying a new car. For some, the design might be an enticing criterion. What with leading makes releasing models with unique aesthetics in recent years, more buyers expect a character in a vehicle. Others may look into engine type or ride and handling. Economics can also significantly determine what particular car to buy. But vehicle safety is starting to pick up and is becoming increasingly competitive. Buyers are aware of the latest technology that ensures protection.

Image source: toyota.com
Organizations and agencies from the Insurance Institute for Highway Safety (IIHS) and the National Highway Traffic Safety Administration (NHTSA) have laid down more stringent qualifications for their coveted safety ratings. They go beyond the usual and standard crash testing procedures to include front crash prevention technology and headlight quality. Here are some of the safest choices for 2017:
Toyota Highlander
A lot of SUVs usually make it to the list of top safety picks. It might be physics in the end, but technology does a lot of wonders for these great family cars. The Highlander fares well as a midsize SUV and gets an off-the-charts approval for its collision-avoidance system. Owners praise it for the smooth and comfortable ride.
2017 Chevrolet Volt
It is one of the most consistent performers in all testing categories provided by the IIHS. With the optional automatic emergency braking system, it will bag a perfect score. The car’s efficiency is evident in its fuel use. One can also find its Teen Driver system quite a novel idea, report cards and all, for documentation of the young driver’s safety while behind the wheel.
2017 Nissan Maxima
The Maxima fares extremely well in both IIHS and NHTSA tests. What with a number of advanced safety systems, overall ratings are phenomenal. One of the more interesting features is the automatic emergency braking system that could prevent rear-end collisions.

Image source: motortrend.com
Jeffrey Lupient excels in business development, automotive dealership, and sales. He is currently the President and CEO of Lupient Automotive Group in Minneapolis, MN. For similar updates, visit this blog.