Automotive Industry

A Winning Strategy for Managers

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 …

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Becoming an Effective Listener

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 …

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Utilizing Proper Word-Strings On the Phone

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 …

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Respect comes Before Expect in Finance

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 …

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Utilize Pre Employment Testing

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.  …

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Build Value to Reduce Negotiation Time

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 …

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Maximize Shop Load During Reservations

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 …

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Create and use an evidence manual

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 …

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Inspect Your Front Line Every Day

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 …

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Devote Yourself To Delivery

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 …

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