Tag Archives: Sales

7 ‘must-dos’ this fall for a spectacular 2017

Wow, another busy summer selling season in the books. I trust it was a good one for you and yet know that 2017 can be even better … if you’re willing to do the work. One major issue dealers share with me is they just don’t get the important work done in the offseason because it is just too darn ...

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23 ways to improve your sales performance

Too many salespeople either fail completely or never really succeed because they think that selling is about them. It isn’t. It’s about customers—and customers only. Here are 23 ways to improve your sales performance by getting better focused on customers: Look for the demons and dreams. In other words, be alert to a customer’s hopes and fears—what they want to ...

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From the Archives: 18 solutions to boost sales

For most dealers, the market continues to be strong, but that doesn't mean it can't get better. After all, who can't use more sales? This article, originally published in 2014, offers 18 dealer-proven ways to boost sales. We gathered information from dealers across North America about how they’re increasing sales of boats, engines and more. We’ve organized the tips by ...

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7 ways to create credibility and trust in sales

Most customers would like to believe salespeople. But they’ve been burned so often they don’t let themselves do it. And that’s why salespeople make the mistake of trying to overcome distrust by “playing the part,” offering phony friendliness, or making exaggerated claims. All of that only further complicates their predicament. Happily, there are salespeople who refuse to be tainted with ...

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Matt Sellhorst joins Boating Industry as columnist

Author and consultant Matt Sellhorst will be joining the Boating Industry team as a regular columnist starting with the May issue of the magazine. Sellhorst is the author of “Marine Marketing Strategies” and head profits coach at Boat Dealer Profits. Sellhorst was also the winner of the 2015 MDCE Best Ideas Contest, a winner of Boating Industry’s Movers and Shakers ...

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How to build a top-notch sales operation

Today’s customer is a complicated individual. They are more skeptical and less impulsive, and they do more online research before purchasing than ever before. They are interested, but their lives are so busy that they can’t stay focused. They have more money than during the recession, but they aren’t sure if they want to spend it just yet. How do ...

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Sellhorst and MasterCraft dealer partner on free webinar

CHARLOTTE, N.C. – Chris Lamanna, owner of NorCal MasterCraft, has teamed up with Matt Sellhorst of Boat Dealer Profits to deliver a webinar, “How to Boost Profits with the Telephone,” on September 10 at 12:00 and 7:00 p.m. Eastern Time. During this webinar, Lamanna will share his 35 years of marine industry experience and his dealership's recent return to the ...

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7 simple ideas to create a motivated sales culture in your dealership

I talk with tons of dealers over the course of a month and often hear things like … “Our sales team is just not motivated.” “We don’t follow-up like we should” “We can’t get good people, especially salespeople” “Our salespeople can’t hold margins” Over and over I hear these issues with salespeople from big dealers, small dealers, dealers in the ...

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Building bridges and boaters: How to engage new markets

Last week, Boating Industry shared part one of the insights from the VIP Influencers Group, newly organized by the Recreational Boating and Leadership Council’s New Markets Task Force (formerly called the Diversity Task Force), about understanding new markets for the boating industry to reach. This week, the VIP Influencers Group offers its best practices on how to best engage these markets. Building relationships with the community ...

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