An evidence manual is a binder that consists of articles, newspaper clips and web links that can help you address customer concerns. There are literally hundreds of books, magazines, and websites designed to help customers to buy car. And customers …
You spend thousands each month to get customers to come to your dealership, and when they get there, one of the first things they see is your front-line inventory. So it’s important that your front-line display represent a certain image …
Those of you who’ve been in the business for a while will be familiar with the 3 “C’s” of delivery: See the keys See the car… and See you later! This approach is fine if you and your dealership are …
We’ll often recommend that service departments increase their numbers of technicians. We’ll share our formulas and research information to support our conclusions, but it usually takes one more step to convince a dealer that they should hire additional staff. What’s …
Did you know that research suggests the lack of a person’s ability to dream can produce madness? In some studies, the research actually had to be stopped out of a concern that participants might develop irreversible psychological damage if they …
Text Messages Did you know that while many emails go unopened and unnoticed, the majority of text messages are opened within just five minutes of being received? That means that text messaging, also known as SMS, is a highly effective …
Regardless of how much you may have changed your sales process, customers still fear the finance department. That’s because we still hear horror stories about how customers have literally been robbed by dishonest dealerships. So it’s only natural for them …
There’s no question that the best days at the dealership are the days when everyone is selling cars and making money. But when things are slow, the word “fun” rarely, if ever, seems to come up. Well, we believe the …
Motivations Customers are no different than most salespeople when it comes to the first time greeting at the dealership. Both are usually apprehensive. Some are down right scared! And based on the way some dealerships have treated customers, they have …
Managers know that sales meetings can be the most productive and powerful events of the week, or, if they’re not careful, can bore an otherwise great team to tears. In the same way that salespeople have very little time to …