The Dealership Tour
Touring the dealership is a tremendous value builder. It provides the customer with an opportunity to get to know more about your company and your services. If you’re going to set up the tour correctly, you need to ask …
A Winning Strategy for Managers
Being successful in sales doesn’t necessarily mean you’ll be a successful manager or leader. That’s because you are now expected to transfer your past success to others who may or may not have the skills, knowledge or desire that …
Acknowledge Your Customers!
Did you know that automotive salespeople are still regarded as the least trustworthy people in business? And frankly, we deserve it! We’ve treated people with such dishonesty and disrespect in the past that we have a long road ahead of …
Becoming an Effective Listener
You’ll never know how to answer the question if you haven’t heard the question! And if you think selling means talking, you’re in deep trouble. Ask any successful person and you’ll find out that they spend 80% of their time …
Utilizing Proper Word-Strings On the Phone
Did you know that actors are just highly compensated salespeople? If they’re good, they sell you on a character and you buy it! All actors use words that someone else wrote. Like the pro’s, you must practice enough to make …
Become a Life Long Learner
Listen to all of the business philosophers of our day and you will find a common theme: “You don’t need to go to college to become successful, however, you do need to get an education.” While Bill Gates, without doubt …
Respect comes Before Expect in Finance
Lenders hear it all the time from dealer finance managers: “Why don’t you guys buy deeper?” And today’s economy is certainly changing the playing field. According to some lenders we have interviewed, finance managers expect their primary lenders to approve …
Utilize Pre Employment Testing
One of the jokes we like to tell is how managers select salespeople. If they’re breathing and have a pulse, they’re hired. Unfortunately, this is often reality, and its part of the reason our industry suffers from a bad reputation. …
Build Value to Reduce Negotiation Time
According to research, consumers make purchase decisions based on the relationship between the price of the product or service they are considering and how valuable they believe it to be. Negotiating is a tool that is used to create the …
Maximize Shop Load During Reservations
Too many reservations are many by allowing the customer to dictate the date and time. And while you always want to make a reservation convenient for the customer, they often aren’t aware of options that will work as well, or …