Business Advice

Automotive Industry Overview

Automotive Industry Overview

The automotive industry is a critical sector of the economy, responsible for the design, manufacture, and sale of motor vehicles. The industry employs millions of people around the world and is a major contributor to global economic growth. Despite its …

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Follow-Up Can Push YOU To The Top

Follow-Up Can Push YOU To The Top

Believe it or not, some researchers indicate that as much as 75% of automobile buyers never receive a follow-up phone call after they purchased their vehicle.  It’s no wonder that the average dealership sees fewer than 30% of their customers …

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Successful Salespeople Are Made, Not Born

Successful Salespeople Are Made, Not Born

In order to become a successful salesperson, the key is to put down roots. Any salesperson will be more successful if they stay with one dealership, regardless of the product than one who hops around. The reason is, you become …

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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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Acknowledge Your Customers

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 …

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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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Become a Life Long Learner

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 …

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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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