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Comment by Gary Abrahams on September 9, 2012 at 1:48am
Selling cars can be difficult if you are not following the sales process. So, when I meet individuals interested in automobile sales training, I quickly get them focused on the sales process. If you want to sell more cars, you must start out with solid sales skills.
Automobile Sales Training
There are some car sales training specialists that offer great tips on how to sell cars. Often, their car selling techniques focus on “deal making” skills and while those skills are important, they often do not include training on the sales process. Here are just some of the reasons I think the sales process must be part of automobilesales training programs.
The sales process is the communications process used by salespeople to turn prospects into clients. So, it also applies to training on how to sell cars. Fact is, aside from a few specialized techniques, automobile sales training is just like any other sales training. The common link between car sales training and other sales training programs is the sales process. That’s why I urge my friends that sell cars for a living to start with a good understanding of the sales process. Once that is accomplished, they are ready for specializes automobile sales training.
Car Sales Training Programs
A great part of selling has to do with the sales skills required to uncover a problem and present your product as a solution. Now, the obvious problem cars solve is the need for transportation. But, it goes further… much further that that. People are attracted to a car for many reasons and the salesperson selling cars must flush out all those reasons. This basic sales skill must be part of every automotive sales training program.
I have a key set of questions I ask car salespeople to ask when they are looking for sales training to sell more cars. One question to ask, as they approach a prospect admiring a certain car is, “What attracts you to the (name of model)?” You’ll never hear about the need to solve a transportation problem. What you will hear is the information you need to sell that person a car. Car sales training programs can’t overlook this basic probing skill.
Automotive Sales Training That Works
Some people are looking to save money with great gas mileage. Others may be looking for reliability so they can reduce costly repairs. Still others may be looking for a status symbol to impress others. There is no end to the list of reasons people have for buying cars. The key to great automobile sales training is to flush out the special need the prospect has and then present that model as the best solution. Now that’s how you sell more cars.
If someone has a need for safety, the salesperson must present that car as the safest car around. But, the salesperson must first find out what the prospect needs before they can present their solution to those needs. This is just one of many reasons the sales process must be part of any automobile sales training program.
So, if you want to get great automotive sales training, start with an understanding of the sales process. That’s why I recommend “The Progressive Sales Process” sales training videos to those looking for improved automotive sales skills. Once they fully understand the process of selling, they are in position to get specialized automotive sales training.
Comment by Gary Abrahams on September 9, 2012 at 1:42am

OK CarGuys and CarGals what CRM prosses is working for you ? im using ADP BUT my prosses arn't working like i feel right ???? .. NOW who has a working a great follow up sales prosses on sold, lost sale, previous customer, and retention (crm set up prosses)  are working for you ? SOS my Brothers and Sisters thanks Gary A.

Comment by Marsh Buice on May 15, 2012 at 1:36pm

James, I have to watch the vids from my phone. Apparently, Youtube has changed its support format. It works for me at home, but work-no dice. (dE is aware of the problem)

Comment by James Hatton on May 15, 2012 at 1:32pm

When I click to watch a video in IE it shuts down, when I do the same in Chrome nothing happens. Any suggestions?

Comment by Tom Loyalty Coach Wiegand on June 28, 2011 at 8:54pm

Are you professionally branding yourself as Realtors are doing?  "I've paid for comF5 five years (in advance) off one listing!"  Lisa Treu  Prospecting, follow-up and creative communication and relationship building is a Business-Person-Branding game-changer, no matter your position.  You can get and keep more customers --- yourself!  Don't you have a job for life when your customers won't leave you? Business may be up and down, yet yours can be through the roof; yep, even yours! 

Connect with me on LinkedIn at:

Comment by Michael Baker on June 6, 2011 at 8:40pm
Chris: Knowing Lizelle Landino for a long period, I would suggest having her send to you a video to witness how gifted and passionate she is/could be for Dealer Elite's Women 'sector'. She, as you may know has years of dealership experience along with other skillsets, but can she convey a strong message when it comes to Women in our industry and the dealerships' considering ASAP providing more opportunities to ladies w/o patronizing them. She has equal delivery strength, in my opinion and others, to both Men and Ladies.
Comment by Lizelle Landino on January 14, 2011 at 4:33am
"Ordinary people believe only in the possible. Extraordinary people visualize not what is possible or probable, but rather what is impossible. And by visualizing the impossible, they begin to see it as possible" - Happy Friday friends :-)
Comment by Russell L Coyne on November 9, 2010 at 1:10pm
Please give me a call.
We have discovered a way to target the 1 1/2 to 2 % of your market area who are willing ready and able to purchase a vehicle. If your store qualifies we will invest approximatley $20,000 a month in your market. We are compensated on only the fresh business we generate. We DO NOT generate income from your phone, walk-in, or advertised customers. We can only do business with 1 dealer in most market places. Take some time to listen, it can't hurt. Russell Coyne 606-682-3387 / 800-324-6014
Comment by Samuel Anthony Maggio Jr. on October 15, 2010 at 4:27pm
I been the phone training and telemarketing business for quiet some time now and seen all kinds of programs you name it I sold it . But now I'm glad to be part of a New Co. called The A.R.C.Now Automotive Relationships consultants. This Co. has a new approach to direct mail and internet sales. Step out the box!!! Try something new !!!!! Get away from the norm!!! Have your internet and direct mail singing together in harmony . It works!! L.T.D.FORD-400 UPS IN 10-DAYS-100-K-CENTRALIA IL CALL THEM - 618-532-4733
Comment by Rachael Schulz Dunbar on October 8, 2010 at 11:35am
Hi! Our dealer is looking for someone to put together a "Gypsie Sale" this weekend. All suggestions are welcome!
Comment by christopher nelson on August 27, 2010 at 6:16pm
Comment by Bill Goodfriend on August 18, 2010 at 7:05pm
Linked-In has been beta-testing some things and I am not really caring for it to well as of lately. The mere thought that a company would not want to be linked when this is obviously the fastest growing business and social networking website for automotive industry professionals is poposterous. Oh well folks like Ron White said: "You can't fix stupid". Here's my L-I address in case you would like to connect on DE.
Comment by DealerELITE on August 1, 2010 at 10:47pm
WOW! So many people have asked me over the last few months about LinkedIn. I have personally called the owner and CEO of the Ning network practically begging them to integrate a link into their system, but to no avail. Nothing in the works that I know of, sorry everyone. -Mike (dE)
Comment by Kevin "Friend Me" Bradberry on July 31, 2010 at 11:55pm
Maybe most people on this site, don't WANT others to see their profile on linkedin....
here's mine!
Comment by Marsh Buice on July 31, 2010 at 11:29pm
Is there a way to link your LinkdIn acct with dE? Also for those that have a blog, how can it be linked to dE.
Comment by Grant Cardone on July 31, 2010 at 2:46pm
Thanks for the compliment Sandy-

"Grant (He's got ALL the tools!), and all of the people that are earnestly trying to improve the art/business of selling..."
Comment by MANNY LUNA on July 30, 2010 at 10:48pm
Comment by Sandy P. Cerami on July 30, 2010 at 9:09am
What we have here is too much of the ego-fest, which ultimately derides the dE desired culture of shared communication and collaboration. It is an unfortuntate, unintended byproduct of a nice concept, the polling. I have ENORMOUS respect for Jim (I consider him a personal friend and MONSTER influence on many people's success!), Grant (He's got ALL the tools!), and all of the people that are earnestly trying to improve the art/business of selling, but in the spirit of one of the most influential Professional Speakers and Personal Development Gurus in history, Cavett Robert, take his words to heart and cut the non-sense...It takes away from all of the great things accomplished by the Poll Candidates..."Don't worry about how we divide up the pie, there is enough for everybody. Let's just build a bigger pie!" Can I get an AMEN!!
Comment by DealerELITE on July 29, 2010 at 11:56pm
We have been watching this this thread very closely and take all comments here to heart. Although we cannot please everyone all the time, we can certainly listen to what the members want and deliver on that. That being said, we have come up with something we feel is going to be an exciting event for next month that should hit the mark with our member community, with no formal competition structure like in our polling. You, the members of dealerELITE has spoken, and dE has listened. Hang in there everyone and see what we have planned for August. We hope you will enjoy our next adventure!
Comment by Craig Lockerd on July 28, 2010 at 11:31pm
Agree 100% Bill

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