Chances are if you were finishing your business education in the late nineties, The Innovators Dilemma, by Clayton Christensen, was mandatory reading. To this day it’s still considered one of the best business books in modern times. It was in this book that Christensen coins the term disruptive technology (later changed to disruptive innovation), to… Read more »
When you start selling in retail, they say you should do your best to stay a rookie forever. Claiming you’re “new to this” is meant to buy you leeway with the customer, or a sense of pity as if you’re really saying “Take it easy on me, will ya? I’m just a newbie.” However, I don’t… Read more »
Hello Joe, I need your help. I’m going to add another person to my internet department. We are a cradle to grave department. I am going to be interviewing every salesperson within our company who is interested. (Almost every salesperson will want to be interviewed since my team leads the board every month.) What are… Read more »
There are 4 basic food groups your dealership needs to exist online: Websites, CRM, Leads, and Brand Advertising.
Don’t go “Back to the Basics”, but instead push forward. Do you know where going back to square one takes you? The unemployment line.
Social media is free like a puppy is free.
You’re going to win if you own all of the spaces on the board.
Social media can be profitable for a corporation, but not if the person managing their efforts is just playing at it.
Let your own community of clients that USE your product, IMPROVE your product. Listen to them before your own random ideas.
More seasoned sales pros should humble themselves, sit down w their coaches, watch game tape, and listen with open ears on how to make their game better.
Stop worrying about what is important to you and start realizing what is important to your audience.
It is my duty to push for what is best for my clients, even if they don’t know what is best for them. It is like forcing a child to eat their vegetables.
While every single employee in your dealership should be using the CRM, every different position should be using it differently.
Making decisions based on gut reactions can only get you so far. Making decisions based on cold, hard data get you even farther.
Consumers do not want someone to sell them a car; they want someone who will get out of their way so they can buy a car.
Don’t throw away opportunities. Put your best font forward and respond back to your customers professionally.
If you want to make a difference and be Likeable, then start by serving the community’s efforts before your own.
All experts were once where you are today.
Dedicate energy to training your team on sourcing and designing a way to truly capture the customer’s influencing motive.
In retail, we believe the customer is always right, but that doesn’t mean that their stories are always accurate.
I yearn for the day when dealers admit they have room to grow rather than try to convince others they have no specific needs.
A great CRM is like my wife. Simply put, they keep your house in order. They track and remember everything. I’d be lost without one.
There is no reason to make Social Media-ville a stop on your travels unless you are prepared to set-up shop.
Much like a realtor placing an Open House sign at an intersection, a digital display ad directs the driver to their next site to consider.
The more you focus on being a solution to people’s problems, rather than solely being the seller and servicer of a product, the more online search will benefit you.
Outsourcing your live chat has the potential to go against everything the medium supposedly offers to the consumer… instant gratification.
What will determine your online success? Your structure, your store, your people, your content, your technology, and your presence. You’re welcome.
If you are unwilling to say to a customer ‘Just buy the car’, then you have not a leg to stand on when trying to defend the phrase ‘Just get em in’ to your BDC.