This post is an extended answer to a question posed by the good people at Nextup. Please head over to their blog, and check out the debate. Over the years I’ve developed several friendships with fellow business owners, partners, and principals. The mutual understanding is therapeutic, and I thoroughly enjoy all of the thought provoking conversations… Read more »
I’m not about to get into semantics here. Pricing is not an objection. Just returning for an on-site visit to a car dealership client, I was confronted with a store that actively avoided talking price at all costs. Even when the shopper asks. Even when being displayed on the website, they choose not to re-confirm… Read more »
My 10 Ways Sales Managers Fail blog was the highest rated for on DrivingSales in April. In response, Maddy Low of DrivingSales conducted an interview with me to expand on the topic of sales management in automotive. __________________________________________ Joe Webb had the top blog of April 2017 with his piece called 10 Ways Sales Managers… Read more »
Making your showroom mobile friendly will allow you to educate your team, build credibility in your sales force, and guide the customer to their own decision.
There is one thing a CRM cannot do and that is stop your sales team from taking the easy way out.
If you are unwilling to say to a customer â€œJust buy the carâ€, then you have not a leg to when trying to defend the phrase â€œJust get â€˜em inâ€ to your BDC.
A soldier doesnâ€™t go into battle without first knowing the intricacies of their weapons. A sales team is no different.
The “best vendor”, if there is such a thing, may not be the RIGHT vendor for your dealership. Every dealer is different.
Today’s sales mantra should not be Always Be Closing, but rather Always Be Branding.
I’d like Twitter more if I could write 160 characters in a post and others could only write 120.
There is very little value to me in an email that appears to be nothing more than a templated advertisement.
Turning away from todayâ€™s digital focus and gravitating back to the paper-type advertising of their ancestors will not their store survive.
Work head down, shovel full.
Great people breed success.Â The better the people you surround yourself with, the better the accomplishments will be of the team.
When choosing what to post, realize that you shouldnâ€™tÂ act likeÂ a dealership. Instead, be brand, community, fun, and familial in orientation.
Your BDC should not just be your dealership’s front line of defense, but it should also be the backstop. No lead left behind.
It is my duty to push for what is best for my clientsâ€¦even if they donâ€™t know what is best for them.Â It is like forcing a child to eat their vegetables.Â
Making decisions based on gut reactions can only get you so far. Making decisions based on cold, hard data get you even farther.
Shoppers aren’t looking for an expert in “selling”. They’re looking for experts that will help them “buy”. Big difference.
Far too many ideas seem like good ideas after a frozen margarita with a Coors Light chaser.
It is amazing how social networking has connected us as a society and, at the same time, seems to be making companies less social.
If you require addendums to be placed on your for-sale units, put a process in place for all of the negative reviews that come with them.
Imagine a lead, as it grows, becomes an infant. It is helplessÂ It needs your immediate attention and devotion.
While online initiatives remain the way to go in todayâ€™s marketplace, realize they donâ€™t all cure what ails you.
The steps to becoming a mobile dealer are as easy as the willingness to spend a few Hamiltons to make great things happen.
Be better than what people expect you to be. Be better than what you want yourself to be.
Everything you email to a customer is being judged. They are looking for any reason possible to exclude you from their search.
All experts were once where you are today.