Sales Talk

Sales Talk : Pulling in the punters, dealers can’t do right for doing wrong

Sales Talk : Pulling in the punters, dealers can’t do right for doing wrong

Mike Humble Well? Looks okay doesn’t it? MG’s first SUV, the GS, will be launched here at the London Motor Show on 6 to 8 May. Enticing walk-in customers with free gifts or special offers can only help improve brand credibility and presence, build up a customer database and concept sell this very important, all-new […]

Sales Talk : Cheap adverts bring cheap punters!

Sales Talk : Cheap adverts bring cheap punters!

A great deal can be said about private car adverts. My own experience tends to suggest that the cheaper the advert, the cheaper the vendor and, in most cases, the poorer quality of customer. Sounds snobby? Well,you’d be surprised.

Sales Talk : Bums on seats sell cars – they did in my day

Sales Talk : Bums on seats sell cars – they did in my day

Mike Humble The title says it all really, that’s the well-used phrase that Sales Managers use. Any Sales Executives worth their salt will only stand half a chance of a signed order if the potential customer is placed at the helm and offered a chance of the all-important test drive. It’s the point where the […]

Sales Talk : My problem Pug punter!

Sales Talk : My problem Pug punter!

It’s a cold hard truth but, the cheaper the car, the higher risk of punter tends to buy it. Mike Humble explains why in the last Sales Talk tale of 2015… Peugeot’s formidable 406 – one of the finest saloon and estate cars in world of Bangernomics and subsequent replacement models failed match its success Many of you […]

By 21 December 2015 14 Comments Read More →
Video of the Week : Citizen Salesman – Austin Montego

Video of the Week : Citizen Salesman – Austin Montego

We all like to browse and reminisce during our tea breaks, and what better than to enjoy the massive back catalogues of online videos on the internet. Mike Humble kicks of this new feature by going back to 1984 shortly after the launch of the Montego with this corporate film that shows the salesman how to get the […]

Sales Talk : Text and Internet time-wasters

Sales Talk : Text and Internet time-wasters

Mike Humble A prospect, in showroom speak, is the term for a customer who is potentially interested in a vehicle for sale. Regardless of this happening in an actual dealership or showroom, it makes no difference – if your phone rings from the result of a small ad or internet listing that still counts as a prospect. […]

By 21 February 2015 19 Comments Read More →
Sales Talk : And now, from Norwich…

Sales Talk : And now, from Norwich…

Norwich isn’t just Partridge and mustard you know. It has a link with BLARG cars thanks to one of the biggest watched TV game shows of its era. Mike Humble shares an ironic tome of a trip out to Norfolk’s capital… Norwich – a fine City. Well, that’s what the road sign just beyond the […]

By 30 December 2014 27 Comments Read More →
Sales Talk : Just how did Rover survive for so long?

Sales Talk : Just how did Rover survive for so long?

Mike Humble A good friend in the trade sells Hyundai, and has done for a good few years. He once quite recently said to me that, ‘wild horses wouldn’t drag the franchise off him,’ owing to one very simple fact: his customer base. The showroom, which is based in a fairly affluent part of Bedfordshire, […]

Sales Talk : No second chance for a first impression (Pt 2)

Sales Talk : No second chance for a first impression (Pt 2)

Mike Humble: In a blog published a little while ago, I mentioned how the manufacturers could benefit by playing a much bigger involvement with dealers. Some of you might not know this, but it’s a process that already happens with some of the big groups. Ford and Peugeot’s Dagenham Motors and Robins and Day dealerships […]

By 22 December 2013 53 Comments Read More →
Sales Talk : Good things come in small packages.

Sales Talk : Good things come in small packages.

Mike Humble It really is so nice to see things done correctly in a world of slapdash practices and throat cutting rivalry. I know I have said it before, but there really is a long term gain by simply throwing straight dice or by just being plain fair when dealing with the public. Quite often, […]

By 17 November 2013 12 Comments Read More →
Sales Talk : How the mighty fall!

Sales Talk : How the mighty fall!

Mike Humble A few years back, when I was buying and selling buses and coaches, I got itchy feet and missed the frantic bustling environment of a proper car showroom. There used to be a sizeable PSA dealership not a million miles from me that regularly used to recruit for all areas of the business. […]

Sales Talk : Buyers are liars!

Sales Talk : Buyers are liars!

Mike Humble Regardless what you may think about some car salesmen, I actually used to take pride in myself as being a four square and straight kind of seller. There are only two ways of to get anywhere in the motor trade long term… Firstly, there is the quick kill approach which works at first by steam […]

Sales Talk : Browsing’s a lonely task… so it seems

Sales Talk : Browsing’s a lonely task… so it seems

Mike Humble A seasoned salesman will always profess to be able to spot a browser or a messer a mile away. What total and utter rubbish, I once saw an elderly couple when my guard was down, thought they were goons and palmed them off onto a colleague. So convinced I was about this, imagine […]

Sales Talk : Treading carefully with over-inflated egos

Sales Talk : Treading carefully with over-inflated egos

Mike Humble I used to work for one of the biggest dealer chains in the country, and before it was taken over by another equally huge group, it was a pleasant outfit to work for – providing you pulled your weight. I transferred over to a nearby Vauxhall site eventually, but at first, my role involved selling new […]

Sales Talk : Managing the expectations

Sales Talk : Managing the expectations

Mike Humble In a previous muttering, I explained how ‘messers’ are the most universally loathed folk in the motor trade. Too often I hear people bemoaning about the shark infested car showrooms and how sales staff seen to sink to unheard of depths in order to get your moniker on the dotted line. Much of […]

Blog : Is the Lion an endangered species?

Blog : Is the Lion an endangered species?

Mike Humble Only yesterday as I was trudging round the shops in that post Christmas bargain search, another sign of the ‘motoring times’ came to remind me about the critically parlous state of the car game. Recently, I posted a feature about our local Vauxhall agent hitting the skids, but within a few depressing months, […]

By 28 December 2012 118 Comments Read More →
Sales Talk : The right way to do it…

Sales Talk : The right way to do it…

Mike Humble The other day I was bimbling along in my cocooned world of Rover’s patented leather and walnut when I was overtaken by a Hyundai i40. ‘What’s the fuss about that’, you may think, but I had to rub my eyes partly due to the fact that I actually found it to be a […]

By 26 November 2012 31 Comments Read More →
Sales Talk : Credit where it’s due

Sales Talk : Credit where it’s due

Mike Humble The latest news in High Street business regarding Comet electrical stores, reminds us all of just how parlous the world of credit and financing really still is. The availability of credit did a great deal to improve sales and stimulate periods of quiet sales for many years, but my own take on matters […]

Blog : Support your family dealer, before they’re gone!

Blog : Support your family dealer, before they’re gone!

Mike Humble Not a single day goes by when I don’t receive an email from yet another automotive recruitment specialist telling me about exciting or not-to-be-missed sales opportunities in the motor trade. After a few decent years selling cars, I bowed out of the new car trade in 2007, when times were very much different to how they really […]

Sales Talk : No second chance with a first impression

Sales Talk : No second chance with a first impression

Mike Humble Times have never been tougher in the Motor Trade, but sometimes the traders are their own worst enemy… I count myself as a fully blown petrolhead but very few modern cars stop me in my tracks and cause me to drool with admiration. Yes, there have been one or two but, on the whole, mainstream […]