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Today we're talking about:
Prospecting is NOT cold-calling. Cold-calling is cold-calling. Whether you know it or not, salespeople are in the business of building relationships. People prefer to do business with those they know, and trust. Statistics show that customers who come into a dealership through a referral cultivated by a salesperson, purchase a vehicle 60% of the time. Customers who do their own research and come in on their own, purchase 12-15% of the time. The math is simple - and powerful. Click here to read the full article