Wednesday, December 28, 2011

The 7 Habits of Highly Effective Internet Salespeople

1) They get the online shoppers into the store; they respond to leads, convert the leads to phone calls, answer the shoppers’ questions but still build urgency, and make appointments!

2) They are great on the phone and depend on it for success; they know that email is best as merely a strong, personalized riff on a template and that it faces many hurdles (SPAM, attention, etc.) to just be seen by the shopper.  Even those shoppers who ask for contact don’t often see it by email.

3) They are their own commercial.  They use things like short, personal video invitations and video walkarounds to establish connection and rapport with customers before they come in.

4) They understand that the store’s reputation online is first seen by shoppers but first built by sold customers, and they work very hard to add positives to that online reputation from every customer they can.

5) They keep strongly to an effective, standard follow-up schedule—not just by email, but also more importantly by phone.

6) They aren’t shift workers:  They are available for a quick few minutes of phone/email whenever they can, not just “open” hours.

7) They are great salespeople in person!

I tried to keep it simple, and many props to Mr. Covey for the years of great reads and education--and for the riff on his title that I myself made here. 

by Keith Shetterly, Copyright 2011
All Rights Reserved

Thursday, December 1, 2011

Shetterly's Three Laws of Dealer Data

1) No Dealer shall allow access by any Vendor to their business data (DMS, CRM, etc.) without restrictions  to specific data needed and on the use of such data for onlyproviding a clear and very strong business advantage to the Dealer.
2) No Vendor shall use their access to a Dealer's data for any purpose other than advancing that dealer's business only and, as well, shall not break or attempt to break the restrictions on data access levied by the Dealer.
3) If Laws 1, 2, or both are ever broken, data access for the Vendor involved shall be ceased by the Dealer in every way necessary and immediately.

by Keith Shetterly,
Copyright 2011
All Rights Reserved 
P.S.  Want to understand this better?  Check out Jim Ziegler's Record-Setting Blog on TrueCar,, and this blog The Truth About TrueCar.  Want more laws?  Visit www.Shetterly's