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 »
When I reminisce about my time in retail automotive, my mind is filled with a variety of emotions. I think about the colorful cast of characters I worked with over the years and the bonds we forged over that time. I think about the thousands of people I met, including the customers I sold, and… Read more »
Just because you are a great salesperson does not mean you will be a great sales manager.
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.
Far too many ideas seem like good ideas after a frozen margarita with a Coors Light chaser.
I would rather overeducate a shopper and lose their business than piss them off by not answering their questions.
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.
It is time to play ball. Have you prepared your team to take the field and win?
Your dealership is your livelihood and the tools AND training you give your team will determine their success and their paycheck.
I’d like Twitter more if I could write 160 characters in a post and others could only write 120.
There are 4 basic food groups your dealership needs to exist online: Websites, CRM, Leads, and Brand Advertising.
Many have no willingness to give out information to the customers before coming in. This tactic is killing you.
Telling the truth, setting realistic expectations, and offering upfront, transparent communication is the key to building trust.
The challenge of saving deals isn’t the inability to commoditize those deals into a software, but instead changing the mindset of management.
Internet sales professionals must be more familiar with the automotive resource sites than the customers utilizing them.
Doing good doesn’t just happen. Doing good takes work.
You are in a marriage with social media and these sites are moody, cantankerous, fickle, and capricious entities that need constant attention.
What is listed on the SERPs of Google under your name must be dominated. It is rightfully yours provided you develop the content to earn it.
Think like a customer, not a dealer.
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.
I see a lot of Sales Managers out there, but I see very little management going on.
While time is of the essence, the quality of response far outweighs the speed of the response.
Be thankful that everyone eventually needs a car.
The old adage that you can lead a horse to water, but you cannot make them drink is never more prevalent than when it comes to training.
It takes someone to perform a little “dealership day care” to keep the sales and Internet teams using the CRM to its fullest.
Try to make a friend, not a customer.
I would rather be a shopper’s source of information than a source of their frustration.