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Harry’s in a Slump

Even the best of us can fall into a slump. But when my friend Harry, a top salesman at his General Motors store in small-town America, messaged me through Facebook a few months ago, I could feel his pain through his words.

“Hey buddy, I am in the worst slump of my sales life. I need some Alpha Dawg help, as I am not sure what to do at this point,” he wrote. “I’m thinking of going to Walmart to try to ‘up’ some people in the parking lot. Jim, I cannot quite put my finger on it, and I would appreciate your tips and help.”

Well, nobody — and I mean nobody — knows prospecting better than I do. I am the master of generating my own business. “Harry, you’re a rock star. It’s time to get on the phone and start calling past customers and asking for sales and referrals,” I replied. “I also want you to start calling people who are selling their trucks on Autotrader and on Craigslist. Tell them you’ll pay cash for their truck. They just need to make an appointment to bring their truck in for a cash offer.”

Harry replied, “Will do, Jim. I never thought of using Autotrader or Craigslist to prospect.”

Read the whole article here on F&I and Showroom.

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