Fighting Generals is a sales tip that highlights the dangers of generalising customers.

After 16 years of working with salespeople Neil Pursell, Managing Director, Martec Europe, identified a common thread existing in exceptionally good sales people.

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Good at Golf?

I was on the phone the other day speaking to a distance sales customer, and I wanted to put the lessons I had learned in the school of the bleeding obvious this week to work.

Do you remember? We told you about the school of the bleeding obvious and the equation in Ray’s sales tip from last week, E + R = O where the event + the reaction = the outcome.

I wanted to see if I could affect the outcome by changing my reaction.

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On a daily basis working in the Martec Europe office, I get articles and stories from colleagues which they found interesting and want to share. This week Neil Pursell, one of our Directors sent me a tip, ‘Orr’s Law’. This article is based on a theory that within everyone of us there are two people, a thinker and a prover.
It suggests that the thinker part of us thinks up ideas, whilst the prover collects facts that support these ideas. Read the rest of this entry »

Here’s an idea that might work for you too?

Every so often one of Martec Europe Limited sales trainers creates or comes across an article or sales coaching tip that they feel would be useful to their clients in the motor industry. There’s been a sales tip on the resources site called ‘Being tied up’ for a week now, I wonder if you’ve seen it…?

Having read ‘Being Tied Up’, it reminded me of the subject channelling listeners thoughts into predictable answers. This is a way of knowing how to get what you want with the other person thinking they made an independent choice. Read the rest of this entry »

I’m not sure if you have visited Martec’s website before and so I thought we should introduce ourselves to you.

For more than 40 years our company has been providing highly targeted consultancy services to Motor Dealers. Clearly the main movers and shakers in the company were not there at the start as we are all far too young to have been around at the beginning however, the company boasts serious industry experience. I myself have been with the business since 1994. The very first dealership I visited, can you believe, is still a client of ours now. Thank you to John Walsh for all that custom. Read the rest of this entry »

One of the incredible things about our industry is that we get to meet some truly inspirational people.

Martec recently worked with our first Middle East dealership, Zayani Motors in Bahrain. We are lucky enough to have the story of Joel Fernandes, the Sales Manager at Zayani Motors. I invite you to read his fantastic story. Read the rest of this entry »