There isn’t enough time in the day. At least, not enough time to recollect all the excuses sales teams come up with to skirt their responsibilities. As I walk through the valley of the shadow of showrooms, I see all evils. How we have grown accustomed to allowing these perpetrators from completing their tasks, I… Read more »
Price sells cars. Sorry to say that, but the facts are the facts. We’re not debating the value of selling features and benefits, or building rapport. I’m talking about how sales volume is affected by the price of vehicles, and the price of vehicles is affected by the economy. Price is an influencing factor to… Read more »
My wife recently shared an article with me, and as usual, it got me thinking. One of the things that struck me was that the grip strength of a sampling of college-aged men is akin to the grip strength of a 30-something woman. This goes to show two things: 1.) It’s confirmation that moms are certified badasses,… Read more »
While online initiatives remain the way to go in todayâ€™s marketplace, realize they donâ€™t all cure what ails you.
What will determine your online success? Your structure, your store, your people, your content, your technology, and your presence. You’re welcome.
Be thankful that everyone eventually needs a car.
You’re going to win if you own all of the spaces on the board.
Donâ€™t let your salespeople turn your CRM into a garbage dump. You spend too much money on technology and advertising to let that happen.
Confidence winsÂ â€œYesâ€Â responses to appointments, but theÂ â€œmightyaâ€™sâ€, â€œwouldyaâ€™sâ€ and â€œcouldyaâ€™sâ€Â are a good way to get yourself dumped by the caller.
Itâ€™s 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.
Shoppers aren’t looking for an expert in “selling”. They’re looking for experts that will help them “buy”. Big difference.
Your people are only as good as their notes in the CRM.
I donâ€™t always adhere to the mantra â€œpeople buy from those they likeâ€. I buy things all of the time, and I donâ€™t like most people.
Metrics canâ€™t always measure the happiness of a customer.
Just because you are a great salesperson does not mean you will be a great sales manager.
No one should be able to play by their own rules, until they’ve learned to master the game in the first place.
As a dealer, if you have not yet recognized the problem of duplicate leads, you are paying far more than necessary to generate e-business.
Imagine a lead, as it grows, becomes an infant. It is helplessÂ It needs your immediate attention and devotion.
It is amazing how social networking has connected us as a society and, at the same time, seems to be making companies less social.
Donâ€™t get scared that you are going to disappoint a customer by telling them bad news.Â It’s better to be upfront than go without answering them.
Your business is Intergalactic. Focus your search advertisements locally and down-funnel, but market your brand globally.
I see a lot of Sales Managers out there, but I see very little management going on.
When have you last visited any store and said â€œWow, Iâ€™d love to make this purchase take LONGER.â€? You donâ€™t. So stop finding ways to slow customers down.
The “best vendor”, if there is such a thing, may not be the RIGHT vendor for your dealership. Every dealer is different.
Social media can be profitable for a corporation, but not if the person managing their efforts is just playing at it.
One less appointment set means nothing to your BDC team, but one less sale here and there can mean the world to a salesperson. And to their family.
You donâ€™t need to light a fire under the customer in the first email. You simply need to give them reasons over time to see you. It is a process.
Your BDC should not just be your dealership’s front line of defense, but it should also be the backstop. No lead left behind.