“I’m trying to implement improvements to my selling system,” a dealer that I was coaching told me, “But I’m getting resistance from some members of my sales team. How can I get them onboard?” A lot of dealers can relate to this question. I get it most often when I’m helping dealers implement a more [...]
In Part 1, I told the story of Craig Bendele, a dealer from Florida who increased his revenue 50% each year for the past two years, while at the same time drastically cutting his work hours. Then in Part 2, I covered some of the sales and marketing strategies he used to get this impressive growth [...]
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 [...]
Greetings Floor Dealers! My goal with this blog is to give you practical, hands-on strategies that you can immediately plug into your flooring business to generate money. Let’s take a look at how a number of these strategies can be assembled together in a marketing blueprint, all reinforcing each other and creating a marketing multiplier [...]
Greetings Floor Dealers! This week’s topic is, “It’s time to get mean.” So what do I mean by that? Well, there’s a lot to be discouraged about lately. The economy is in the toilet, dealers are getting slaughtered, and our news media pumps the raw sewage of negativity into our society 7 days a week, [...]
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 [...]
JIM: Here's a system that will enable your sales team to close 50% more sales with zero marketing costs. I recommend weekly sales trainings to get your team up to speed. FLOOR DEALER: I don't have time to do weekly sales meetings. JIM: I'm curious. What's taking up all your time that's more important than [...]
If you don't have a system for selling, you'll be at the mercy of your customers system for buying. "I'm now closing almost 100% of my sales." I was on the phone with Kate, a flooring salesperson who works for Jerome, a floor dealer in my Flooring Success Systems program. I was doing a private coaching [...]
Greetings Floor Dealers! Are Your “Marketing Pots” Ready For The Recovery? I’m a huge fan of The Deadliest Catch. I think I’ve watched just about every season. They’ve done such an amazing job producing this show that you feel like you know these boat captains and their crews personally. Like millions of other fans, we [...]