Tag : automotive

Ask The Expert

Ask the Experts – Out of Market Used Car Lead Follow-up

Hello Joe, I’m looking for some Best Practice advice for the illustrious “Out of Market Area Used Car Lead”. More specifically, what are you recommending for a follow up email template and process for this type of lead. (If different at all.) Your Thoughts???? Eric Y. General Sales Manager ________________________ Thanks for reaching out, Eric. Regarding Used Car out-of-market ... Read More

Waiters vs. Farmers

Waiters vs. Farmers

Car salesmen used to doing business in an old-school fashion (like Waiters) get served when a new-school sales professional is hired and begins farming for customers. Another funny car sales creation from a joint effort between CarResearch XRM and DealerKnows. Starring: Keith Shetterly Jeff Loos Joe Webb Toby Fortenberry Kurt Kubicki Josh Thomas Jimmy Emanuel Written by Joe Webb Produced by ... Read More

DealerKnows how to not to slap customers

Does Your Internet Process Allow for Reciprocation?

I’ve noticed a troubling trend in the course of training last week, and it’s time to air some grievances. It seems as if ISMs are so stuck in their routines that they miss crucial signals from the customer. While we at DealerKnows are probably the staunchest advocates for a tight process, it doesn’t mean that the customer should be ignored. Being obedient can come at a cost. The most ... Read More

no means yes

Positive No’s

As salespeople by trade (and nature), we hate hearing the word “no”. It chills us to the bone. We want Yes’s and a lot of them.  However, the word “no”, as we’ve all learned, is when your job as a “salesperson” really begins.  Yet, we have been trained to only ask consumers questions that end in an obvious “Yes” or give them “either/or” scenarios. Well let me tell you ... Read More

The Showroom Watchdog

The Showroom Watchdog

DealerKnows is proud to share a series of comedic marketing videos we were brought in to create for CAR Research XRM. This 2nd video – The Showroom Watchdog – highlights the many ways a dealership stumbles when handling customers in-store and how a Showroom Watchdog can save deals. Starring Keith Shetterly as “Be-Back”, the Showroom Watchdog Joe Webb Toby ... Read More

DealerKnows Shares Value

Give Them Value

We throw around the term “value” like it’s a conjunction, but when is the last time you thought about what it really means? Value is something that is totally subjective. Yes, money has inherent value. Is it valuable to every customer, though? If you cannot readily articulate what value you or your dealership bring, it’s time for you to sit down and understand what makes you ... Read More

online trust

Don’t Play Catfish with your Customers

For those of us active on social media, one of the creepiest and cringe-worthy movies about online communities has got to be Catfish. If you’ve yet to see it, or the television show it spun, it is about a relationship that formed online between two people.  Unfortunately, one of those people was not as they seem. Suffice it to say, one person was being untruthful about who they were, what they ... Read More

dealership marketing

Architect vs. Interior Decorator: How to Rethink Your Dealership Marketing Needs

You are ready to traverse through a crowded sea of vendors at the upcoming NADA Convention in New Orleans. Your flight and hotel are booked. You have already looked over the workshop schedules. With that, you maybe still recognize even more can be learned by examining vendor offerings in the exhibit hall than from listening to the speakers. You want to uncover what the possibilities (and ... Read More

Worst Phone Script

Are There Holes in Your Phone Script?

As you can see from the picture on the right, it may be time for this dealer to update their phone script.  (Yes, that is a real, actual, antique phone script currently taped to a real sales desk.  No, this is not a pirate’s map circa 1702.) World’s Worst Phone Script found at a present-day car dealership by DealerKnows Almost every dealer who records calls using a call management ... Read More

The Phone Handlers

The Phone Handlers

Another comedic video starring the amazing Bill Haynes, Jerry Thibeau, and I. How well do YOUR people “handle” the phones? Written by Joe Webb Directed by David Read More