SUCCESSFUL SALES STRATEGIES SERIES (PART I): How to greet and initially treat customers - Following is the first of a three-part series

摘要

During the past few years, I have devoted most of my articles in Outdoor Power Equipment toward service, parts and marketing issues in dealerships. After talking with OPE Editor Steve Noe last year about the 2011 editorial lineup, we decided to devote the February, March and April issues to the wholegoods side of the dealership and focus specifically on sales and sales-related ideas. It was exciting to me because although our expertise at Bob Clements International is in creating high-performance service and parts departments, I started my company almost 25 years ago by training both retail and outside salespeople. As a matter of fact, about half of all my speaking engagements today are to salespeople outside of the OPE industry, sharing ideas with them on how they can reach a higher level of performance and profitability.