As I look back on 2017, many things come to mind. My kids are getting taller, smarter, funnier, and, to my chagrin, sneakier. My work has become more challenging, but at the same time much more rewarding. But, the general sentiment of conversation, blog posts, and the news seems to be that of nervousness. Every… Read more »
How much pricing information do shoppers need? More than none. That is the quick answer. First, you need to believe this universal truth. Not all customers are price driven, but almost all are price conscious. Enough data has been shared over the last several years to prove that displaying a discounted price from the MSRP on… Read more »
“Take half of the sales team in your first session, and the other half in the second session. If I can free myself up, I’ll try to swing in and check in out.” ~ Sales Manager Too often, when training is conducted, the powers that be direct the sales team to receive the full impact… Read more »
Your BDC should not just be your dealership’s front line of defense, but it should also be the backstop. No lead left behind.
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.
If we want a rebirth of leasing, we have to properly train both our sales AND management staff to understand how to actually explain the benefits.
Make no mistake; your dealership needs someone willing to be a villain. You need a Hans Gruber.
When choosing what to post, realize that you should not act like a dealership. Instead, be brand, community, fun, and familial in orientation.
Internet sales professionals must be more familiar with the automotive resource sites than the customers utilizing them.
Technology is not just changing customersâ€™ buying processes, but making companies reconsider the attributes they look for in a quality employee.
Today, the best salespeople need to BE four things. Educated, Empathetic, Dedicated, and Proactive.
I am sick of seeing dealerships hurt because the wrong people are calling the shots.
Many have no willingness to give out information to the customers before coming in. This tactic is killing you.
Transparency is no longer enough. It’s not enough to show the price. We must now prove the value of the deal.
What will determine your online success? Your structure, your store, your people, your content, your technology, and your presence. You’re welcome.
There is one thing a CRM cannot do and that is stop your sales team from taking the easy way out.
Just heard a salesperson say she was “computer unliterate”. I told her that’s not her only obstacle in life.
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.
Every day, your company puts on a show for the consumer. The customers are your audience and you are the director.
In lead nurturing, automation is key, but not all messages are to be automated.
Your business is Intergalactic. Focus your search advertisements locally and down-funnel, but market your brand globally.
Great people breed success. The better the people you surround yourself with, the better the accomplishments will be of the team.
I yearn for the day when dealers admit they have room to grow rather than try to convince others they have no specific needs.
When negative reviews strike down like fiery lightning bolts from an unhappy god (and they will), you must prepare a process for handling them.
Want to improve the content you create? Think of it as writing a story, telling a tale or singing a song.
Outsourcing your live chat has the potential to go against everything the medium supposedly offers to the consumer… instant gratification.
Our current state of affairs in automotive ecommerce requires a commitment to both experimenting and acting.
It doesn’t matter what you know, but what you’re willing to learn.