You have probably heard the story about the man who was in search of diamonds, so he sold all that he had-his land, his possessions. And, neglecting his family, he traveled the world on his quest. Now an old man with his youth spent, his family gone, he returned to what once was his home, only to find a sign on the land he once possessed that read, "World's Richest Diamond Mine." Most salespeople live from paycheck to paycheck, sometimes barely surviving; going two, three days even a week without speaking with a potential client and/or assisting someone with a purchase. This becomes an all too familiar routine. Like the man on his quest for diamonds, one of the most lucrative, untapped resources for a salesperson is only a few feet away. The average service department throughout the nation writes approximately 50 R.O's (repair orders) per day, 70% of which are C.P. (customer pay), and 70% of those are for three to five year old products. The average American purchases a new form of transportation every three to five years with an average contract of 60 months... and they are sitting in your service department every day; most of them with good credit, in a break even or equity position. How will providing Red Carpet Service improve your bottom line? We explain this, along with numerous other highly successful sales and follow up techniques, in our Tactical Network Training strategies!

One of the easiest calls you will ever make is the referral. Why? Your credibility has already been established because of the relationship between your client and the referral. This call should be like all prospect calls, non-threatening and executed in a polite and friendly manner. (See Response Module.) However, you must obtain before you can maintain. more