Touring the dealership is a tremendous value builder. It provides the customer with an opportunity to get to know more...

Being successful in sales doesn’t necessarily mean you’ll be a successful manager or leader.   That’s because you are now...

Did you know that automotive salespeople are still regarded as the least trustworthy people in business? And frankly, we deserve...

You’ll never know how to answer the question if you haven’t heard the question! And if you think selling means...

Did you know that actors are just highly compensated salespeople? If they’re good, they sell you on a character and...

Listen to all of the business philosophers of our day and you will find a common theme: “You don’t need...

Lenders hear it all the time from dealer finance managers: “Why don’t you guys buy deeper?” And today’s economy is...

One of the jokes we like to tell is how managers select salespeople. If they’re breathing and have a pulse,...

According to research, consumers make purchase decisions based on the relationship between the price of the product or service they...

Too many reservations are many by allowing the customer to dictate the date and time. And while you always want...

An evidence manual is a binder that consists of articles, newspaper clips and web links that can help you address...

You spend thousands each month to get customers to come to your dealership, and when they get there, one of...

Those of you who’ve been in the business for a while will be familiar with the 3 “C’s” of delivery: ...

We’ll often recommend that service departments increase their numbers of technicians. We’ll share our formulas and research information to support...

Did you know that research suggests the lack of a person’s ability to dream can produce madness? In some studies,...

Regardless of how much you may have changed your sales process, customers still fear the finance department. That’s because we...

There’s no question that the best days at the dealership are the days when everyone is selling cars and making...

Motivations Customers are no different than most salespeople when it comes to the first time greeting at the dealership. Both...

Managers know that sales meetings can be the most productive and powerful events of the week, or, if they’re not...