Tag : Training

Coach's Corner with Renee Stuart

Is Your Personal Brand Fishy?

A quick note from Bill: Over these past few years, Facebook has morphed from a friendly place to share personal updates to an easy place to share a pseudo lifestyle. As a salesperson, you have to be adept at the art of perception. However, if you’re truly “friends” with those on Facebook, why feel the need to keep selling? “Always Be Closing” should apply to ... Read More

General Motors BDC Assessment

Your General Motors BDC Assessment Guidebook

Hello DealerKnows’ General Motors dealer clients, As you know, General Motors has been conducting a BDC assessment of all of their dealers. We think it is great the OEM has given dealers a baseline for the processes and scripts they should be employing. However, we don’t want you to get nervous about all of the critical elements you need to have in place (and in writing) to ... Read More

phone skills

Your Computer Sucks!

Except for a telephone greeting along the lines of “Thank you for calling (Dealer Name).  How can I assist you?”, there is one phrase your people use almost as much.  “Sorry, my computers running slow.” Does your computer suck?  Does it really?  Is it the Internet speed of which your desktop operates?  Is it the crappy Internet service your dealer has signed up for?  It very well ... Read More

sales training

4 Sales Training Tips to Help You Win

The title “Automotive Salesperson” has not changed, but how the individuals approach their jobs certainly must.  The landscape of car-buying has changed immensely. Salespeople looking to convert more visitors (or shoppers) to buyers need to change the dynamics in which they execute their daily duties, and cater to the customers’ goals rather than their own. Today, consumers are looking for ... Read More

calisthenics

Stop Doing Calisthenics in the Showroom

Improving the consumer experience remains one of the primary goals of each dealership organization. As an industry, we’ve dedicated dollars, time, and conferences to enhancing our online efforts in order to appeal to today’s shopper. Once we feel our marketing initiatives are dialed in, we sit back and relax. Unfortunately, we’ve over-used showroom muscles that are atrophying dealership ... Read More

Ask The Expert

Ask the Expert – BDC Training

Good morning Joe, I’ve read a few articles you’ve written about BDC’s and wanted to ask for a bit of insight. I’ve been in auto sales for 4 years, a year of which I spent as an Internet manager. Our dealership moved to a BDC structure and obviously that position evaporated into traditional sales. The initial BDC director recently was let go, and there is a current opening ... Read More

Joe Webb - Canadian Digital Dealer Conference

Electronic Mystery Shopper – from AutoJournal

This was an excellent article written by Krystyna Lagowski and published in the July/August 2014 edition of AutoJournal – the premiere automotive dealership magazine of Canada. DealerKnows AutoJournal July/August 2014 Excerpts from this article were taken from my presentations at the Canadian Digital Dealer Conference in Ottawa and Toronto sponsored by the wonderful people at the Trillium ... Read More

Ask The Expert

Ask the Expert – Internet Processes

Hello Joe, I want to start reevaluating our Internet processes in two different arenas… Internal – what we do with the lead once it is generated External – how efficiently we generate leads On a fairly basic level, I want to measure the 3 things in each area that have the highest impact for our dealership group. What do you believe those focuses should be? Brad B. Owner/General ... Read More

DealerKnows Face Palm

Phone Training 101: The 5 WORST Questions to Ask a Caller

We’ve had a lot of conversations with our clients lately regarding phone skills.  As AutomotiveNews reported, many customers are just bypassing submitting leads, and are just calling.  We thought it would be a good time to dust-off a post from the archives written by our very own Melissa Roberts.  It’s never too late to get good on the phones… *** We have already established ... Read More

crane kick

Which Karate Kid are You?

(This blog was originally written for and published by DealerRefresh) You are the top dog in your primary market area. Your dealership sits atop the sold unit charts in your region month in month out. You only use the most popular technologies. You only work with the big-box vendors with the most clients. It has been this way for quite some time. People know you. Other dealers are afraid of you. ... Read More