“Our close ratio is only 15%,” the dealer from Florida told me. “Our sales team is wasting a ton of time with people who wind up not buying.” “It sounds like you’re not answering your prospects’ unspoken question,” I replied. “Unspoken question? What's that?” he asked. When I bring up the unspoken question, most dealers [...]
In Part 1 of this series, I discussed how you can increase your closed sales ratio simply by maximizing your repeat and referred customers. In this installment, I’m going to explain why having a selling system will also help you increase your closed sales. “We now have a 70% close rate,” Rob, a dealer from [...]
In Part 1 I explained how Russ Bundy, a dealer from Utah, quickly skyrocketed his net profits by implementing a sales closer system. Part 2 covered details of the in-store portion of the process. In this final installment, I’m going to cover the in-home measure. For most dealers, this is a gigantic missed opportunity to [...]
In Part 1, I explained how Russ Bundy, a flooring dealer from Utah, quickly skyrocketed his net profits by implementing a Sales Closer System. In this installment, I’ll cover the specific details of this kind of sales process. But first, a disturbing message that I hope will alert you to the importance of adopting new [...]
In this 3-part case study, you’re going to learn how a flooring dealer transformed the effectiveness of his sales team and quickly tripled his net profits. Part 1 will focus on the dealer case study itself, and Part 2 and Part 3 will delve into specifics on how you can quickly implement this kind of [...]
Greetings Floor Dealers! In the last post we discussed why in today’s economy it’s critical that you are taking advantage of every selling opportunity; maximizing your closed sale ratio. Here’s an excerpt from the last post: By closing more sales you automatically increase your profits but with ZERO marketing costs. Let’s do the math: Average [...]
Greetings Floor Dealers! In today’s economy it’s critical that you are taking advantage of every selling opportunity; maximizing your closed sale ratio. In today’s market a lot of dealers are getting fewer “at bats” and/or striking out more often. By using the marketing I teach in my systems (especially the past client marketing, referral generating [...]
