Your Business Development Center tees up the customers, and your salespeople swing for the fences. Typically, it is the business development center agents that are keeping in contact with potential prospects, and the salespeople hoisting the trophy after a great month on the floor. Having a BDC is no longer enough, though. Everyone in your… Read more »
I’m a fan of James Cameron and Steven Spielberg. They’re two amazing filmmakers trying to weave tales about the technology, the future, and our lives within the two. They’re auteur storytellers when it comes to prognosticating where science meets fiction and where science fiction becomes reality. Anyone who watches Westworld on HBO as religiously as… Read more »
It is possible to drown green peas. It’s a sad occurrence. And it is rarely their fault they drown. Green peas, or as they’re known in other industries as newbies, noobs, colts, rookies, freshman, recruits, or greenhorns, are a part of every organization. Inevitably, through either attrition or an expanding sales force, companies have to… Read more »
Your people are only as good as their notes in the CRM.
A dealership functions the way the human body does. Every employee, technology, and dollar spent must be exercised to retain economic health.
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.
There are 4 basic food groups your dealership needs to exist online: Websites, CRM, Leads, and Brand Advertising.
Today, the best salespeople need to be four things: Educated, Empathetic, Dedicated, and Proactive.
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.
Don’t go “Back to the Basics”, but instead push forward. Do you know where going back to square one takes you? The unemployment line.
Your primary goal is to get the customer to stop shopping.
Want to improve the content you create? Think of it as writing a story, telling a tale or singing a song.
It doesn’t matter what you know, but what you’re willing to learn.
Be thankful that everyone eventually needs a car.
The proof you are listening is in your response, not your response time.
Our current state of affairs in automotive ecommerce requires a commitment to both experimenting and acting.
As soon as a consumer thinks that are going above and beyond for them, that’s when you’ve built a relationship.
There is no reason to make Social Media-ville a stop on your travels unless you are prepared to set-up shop.
If you do right, you hire everyone with the expectations that they can be the President of the company one day.
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.
While online initiatives remain the way to go in today’s marketplace, realize they do not all cure what ails you.
More seasoned sales pros should humble themselves, sit down with their coaches, watch game tape, and listen with open ears on how to make their game better.
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.
You do not 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.
Metrics cannot always measure the happiness of a customer.
Promoting your glut of vehicles online reminds the customer how desperate we are to move cars.
A soldier does not go into battle without first knowing the intricacies of their weapons. A sales team is no different.
You can either be an employee or take ownership of your career. You have all of the resources you need to run your own business.