I do not train the things I do because it sounds good only in my mind. I train the proper way of setting appointments with inbound sales callers because I too have been a customer. Today’s shoppers have perceptions about salespeople (often undeserved) and expectations about their preferred buying experience (deserved). By adhering to the… Read more »
As we inch closer to seeing a mid-engined Corvette, I think about all of the things that were supposedly right around the corner. Growing up, space colonies were already decades into the promise phase. A prototype flying car was already in the air, and nearly ready for production. At least one 80s show had a… Read more »
We’re fooling ourselves. We are doing it knowingly for our own peace of mind. We’re giving ourselves a false sense of security within our CRM by allowing certain actions to take place. We institute stopping the clock practices that actively work against our best interests. And we’re letting it take place. CRM reporting determines how… Read more »
Shoppers aren’t looking for an expert in “selling”. They’re looking for experts that will help them “buy”. Big difference.
Google is like the game Monopoly. You’re going to win if you own all of the spaces on the board.
Your success cannot be quantified in years, but with accomplishments.
Want to improve the content you create? Think of it as writing a story, telling a tale or singing a song.
Transparency is no longer enough. It’s not enough to show the price. We must now prove the value of the deal.
Great people breed success. The better the people you surround yourself with, the better the accomplishments will be of the team.
When a customer questions your pricing, it is simply because they have been conditioned to do so. It doesn’t mean they do not like you.
All experts were once where you are today.
You are in a marriage with social media and these sites are moody, cantankerous, fickle, and capricious entities that need constant attention.
Our current state of affairs in automotive ecommerce requires a commitment to both experimenting and acting.
No consumers look up to sales clerks. People want to interact with their equals.
Promoting your glut of vehicles online reminds the customer how desperate we are to move cars.
Internet sales professionals must be more familiar with the automotive resource sites than the customers utilizing them.
The proof you are listening is in your response, not your response time.
Get away from doing what you have always done and train until you are good enough to compete with the best.
There is one thing a CRM cannot do and that is stop your sales team from taking the easy way out.
Analysis paralysis can cause blindness to what is truly important: Your customers.
Dealerships leading the way in online sales and profit realize the creation and management of Internet departments is not a race, but a marathon.
Never get scared that you are going to disappoint a customer by telling them bad news. It’s better to be upfront than go without answering them.
I would rather be a shopper’s source of information than a source of their frustration.
At different points of every lead’s existence there comes a time where different influences must help it along its way to sale.
While time is of the essence, the quality of response far outweighs the speed of the response.
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.
In lead nurturing and email marketing, automation is key, but not all messages are to be automated.
As soon as a consumer thinks that are going above and beyond for them, that’s when you’ve built a relationship.