Tag : joe Webb
The Four Appointments Car Dealers Should Set
Far too many salespeople wake up every morning with the mindset that they have to sell a car. This is wrong. They instead need to wake up saying “I need to set four appointments”. Statistically, having four set appointments will turn into at least one sale almost every time. If you have four scheduled and confirmed appointments, two (on average – over 50%) will show for that ... Read More
Don’t Be Fruit Hoops
There is very little special about your dealership. You believe that consumers feel the same way about you that you feel about yourself. Unfortunately, most dealerships look the same from the outside. And they look the same to the public with their offerings. You’re no different than the dealer down the street. yet one of you is a leader and the other is a follower. Why? You make claims that ... Read More
If Your Friends Jumped Off a Bridge…
If your friends jumped off a bridge, would you as well? Is that what your mother always asked you growing up? When caught making a mistake or doing wrong, children will always look to point the finger elsewhere. They’ll blame it on a friend, a neighbor, a bully, or an instigator. They were just following someone else’s lead… even if they knew it was wrong. That’s their excuse. Dealerships ... Read More
DealerKnows Partners with Now Marketplace
Car dealers in Florida will now have a respectable resource to rely on when finding new ways to drive traffic to their dealerships. Now Marketplace of Orlando, Florida has joined forces with DealerKnows Consulting, a leading Internet sales training firm to develop digital marketing tactics and assessments for the automotive industry. Auto dealers are often at the mercy of their technology ... Read More
How to Select a Consultant
Preface: Nearly a year and a half ago, we had reached out to automotive industry experts around the nation asking what they look for when hiring consultants. Joe and I began to work on a this as a whitepaper, that was to become an article. For some reason it that got shelved. We have our suspicions on why it didn’t get published, but that’s the past. Either way, we think it’s ... Read More
The Addendum Crisis
There is a crisis going on at our dealerships. And it’s called “Addendums”. This is a sore subject with many, as everyone has different viewpoints as to the functionality of addendums. You’re required to keep reading this blog. It costs you $50, but it’s required. Everyone has to pay that reads it. Sounds pretty stupid, huh? Dealers are using addendums to generate additional ... Read More
What is Your Sales Manager’s Deal?
There are few positions as important to a dealership as the Sales Manager position. A great Sales Manager can have a profound impact on how the entire dealership operates. With that said, it is obvious that a good majority of Sales Managers in our dealerships aren’t up to the task. So I ask, “what’s your sales manager’s deal?” I’ve gone on record before to say that the ... Read More
Just Say No…
Ask yourself… Who owns your customers? Where do your employees work? Are prospects even being called back? Management often don’t know. All because we allow some of our sales team members to do it their way. You’re feeding into their problem. I’m asking you to ‘Just Say No’ to… 1) Letting salespeople use their own personal email addresses when responding back to customers. 2) ... Read More
Boomer Esiason Knows
Growing up a majority of my youth in Cincinnati, I was a big-time Bengals fan. We didn’t always have the money to attend the games, but on a few rare occasions, we got to experience the orange and black-striped gridiron battle of the Bengals in person. Boomer Esiason was a force. He didn’t throw the ball the farthest. He didn’t have the best accuracy. He wouldn’t put up the most yards or ... Read More
For the Good of the Store
What is for the good of the store is sometimes an unpopular choice for the employees. It requires them to do more than what they are currently doing. It asks them to solve problems, take initiative, and complete more tasks. It is very common that salespeople will care more about what is “in it for them” than what is in the best interest of the dealership. At no point should a ... Read More
The Science of Online Car Listings