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 …
Create and use an evidence manual
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 …
Inspect Your Front Line Every Day
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 …
Devote Yourself To Delivery
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 …
Put Yourself In the Customer’s Shoes
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 …
Dare to Dream
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 …