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 »
Dealers spend far too much time focused on where the traffic is coming from and not near enough on what is happening with the traffic once we’re in contact. With so much attention focused on digital initiatives, it is no wonder consumers are now talking about a poor customer experience. We focused so much effort… Read more »
Customers have access to all of the factual information about vehicles they could need. They need more from you.
Want to improve the content you create? Think of it as writing a story, telling a tale or singing a song.
A soldier does not go into battle without first knowing the intricacies of their weapons. A sales team is no different.
In retail, we believe the customer is always right, but that doesn’t mean that their stories are always accurate.
Your success cannot be quantified in years, but with accomplishments.
Be your customer’s advocate. Show them you care and they will never leave.
Consumers do not want someone to sell them a car; they want someone who will get out of their way so they can buy a car.
As new mediums take shape, new tactics to improve your engagement, conversion, and closing ratio must be adopted as well.
Today’s sales mantra should not be Always Be Closing, but rather Always Be Branding.
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.
Think like a customer, not a dealer.
Confidence wins responses to appointments, but the mightya, wouldya, and couldyas are a good way to get yourself dumped by the caller.
There is very little value to me in an email that appears to be nothing more than a templated advertisement.
Transparency is no longer enough. It’s not enough to show the price. We must now prove the value of the deal.
Imagine a lead, as it grows, becomes an infant. It is helpless. It needs your immediate attention and devotion.
Today, the best salespeople need to be four things: Educated, Empathetic, Dedicated, and Proactive.
Instead of trying to mirror another’s success, I urge you to try to make your own. Be your own you and you will never have to follow a false prophet.
Great people breed success. The better the people you surround yourself with, the better the accomplishments will be of the team.
All experts were once where you are today.
Be better than what people expect you to be. Be better than what you want yourself to be.
There is one thing a CRM cannot do and that is stop your sales team from taking the easy way out.
Metrics cannot always measure the happiness of a customer.
The only thing that separates you from your competitors is your employees.
Far too many ideas seem like good ideas after a frozen margarita with a Coors Light chaser.
Dealerships leading the way in online sales and profit realize the creation and management of Internet departments is not a race, but a marathon.