When training, it is good to put people on the spot. Challenge their situational acumen. Sometimes I am impressed. Mostly, I get lip service. Here is a real exchange I had this month. I stood at the front of a room as I trained a group of salespeople, singled one out, and asked, “Why should… Read more »
If Stock Photos of Car Buying Were Real… (Tired of seeing the perverse stock photos of extremely happy people buying cars and enthusiastic car salesmen handing them dangling keys? So are we. So my great friend, Kate Frost, and I created realistic stock photos of the car buying experience.) … Read more »
When one goes to the grocery store, it is common knowledge that milk is generally placed as far away from the entrance as possible. This was designed to require customers to see other options along their walk back to the milk section, a commonly purchased staple, and select other items to buy as well. However,… Read more »
Hell hath no fury like a website scorned.
There is one thing a CRM cannot do and that is stop your sales team from taking the easy way out.
Want to improve the content you create? Think of it as writing a story, telling a tale or singing a song.
Be better than what people expect you to be. Be better than what you want yourself to be.
Your people are only as good as their notes in the CRM.
The phone is the lifeline into the store. If you know how to handle an inbound sales call, you never have to take an up in your life.
Your primary goal is to get the customer to stop shopping.
Your team has fundamental, educational needs that help them excel, and those needs must be met before you dedicate more ad dollars to gadgets and gizmos.
As soon as a consumer thinks that are going above and beyond for them, that’s when you’ve built a relationship.
Be your customer’s advocate. Show them you care and they will never leave.
In lead nurturing and email marketing, automation is key, but not all messages are to be automated.
Too many people confuse activity with accomplishment. No one is an expert unless they’ve achieved proven results.
There are 4 basic food groups your dealership needs to exist online: Websites, CRM, Leads, and Brand Advertising.
Shoppers aren’t looking for an expert in “selling”. They’re looking for experts that will help them “buy”. Big difference.
Customers have access to all of the factual information about vehicles they could need. They need more from you.
I don’t always adhere to the mantra people buy from those they like. I buy things all of the time, and I don’t like most people.
A soldier does not go into battle without first knowing the intricacies of their weapons. A sales team is no different.
As new mediums take shape, new tactics to improve your engagement, conversion, and closing ratio must be adopted as well.
It is not the wand that makes the magic happen, but the magician who wields it. The people you employ make you profitable, not just the technology.
Just heard a salesperson say she was “computer unliterate”. I told her that’s not her only obstacle in life.
The proof you are listening is in your response, not your response time.
The only thing that separates you from your competitors is your employees.
Promoting your glut of vehicles online reminds the customer how desperate we are to move cars.
Transparency is no longer enough. It’s not enough to show the price. We must now prove the value of the deal.
Our current state of affairs in automotive ecommerce requires a commitment to both experimenting and acting.