Traditional Advertising, is it truly over as many might say?I've found that there are different environments, climates and demographics that call for traditional advertising! Although Social Media is on the move and in my opinion will be sooner than later, the #1 source to reach a customer, traditional advertising must not be counted out!In some towns the paper is still King, while in others a local T.V. station is King and believe it or not in some towns Radio is King.While the hot topic of today is online digital marketing and social media, my message is this; don't count out any source or avenue to reach a dealers customer base, and rather than assume what is best for a dealer in their climate, it's more important to learn of what their climate and demographics call for!Tip of the week on dE...Continue
ONLINE VIDEO- The most effective way of selling cars online! Online virtual video verses video demonstrations produced by a sales consultant? Video with animated voice over technology is a very power and accurate way of posting vehicles. On the other hand, the enthusiasm of a sales consultant providing a video walk around is truly creating emotion. Of the two methods provided, what are the pros and cons of each?Continue
How do you stop the BE BACK BUS?I've always been amazed that when a customer says they will be back, how many Sales people and Managers agree right then and there and say good bye. There's a fine line between being pushy, and then again the same holds true for not going the extra mile to make them a deal right then and there.What are some methods to stop a customer from leaving and jumping on the Be Back Bus? Continue
Many deals are missed simply because a sales consultant fears to ask for the sale, or simply doesn't know where or when!The old adage is 90% of the deal is made on the car lot, and 10% is at the write up. By the time a sales consultant makes it through the steps of the sale, at what point do they ask for the sale?When it's time to do the write up, this should ultimately be the easy part of the sale for both the customer and dealer!No Fear selling made simple! Continue
Deal Makers or Deal Killers?You have to ask your self, do you have deal makers or deal killers! Most dealerships have that - (deal maker), the one who is positive and always finds a way to put a deal together. In some cases the sales people will wait for the (deal maker) to show up for work, simply because they fear the other Manager on shift won't make the deal.On the other hand, the (deal killer) will make it difficult for a sale person to make deals. Finding everything wrong with the credit, to much negative equity, and never goes the extra mile!Some dealerships have both of these Managers leading their ship, the key is to identify the deal killer and turn them into deal makers. A key element to a winning team is to make doing business fun for profit. Tip of the week, identify deal makers and deal killers - both will have room for improvement!!!Continue
Dealers need to embrace for supply and demand profits!Short term thinking or long term planning?With the unfortunate recent catastrophe in Japan, there is without question going to be a ripple effect of supply and demand. This is a time to evaluate the way you do business, and jump into value selling of supply and demand.Our industry is one of the last free enterprise opportunities in our country. The media is already hyping the lack of supply and demand, I highly suggest to jump on the negative news band wagon and build value with supply and demand. The fact of the matter is that there is going to be a supply and demand issue if you're not feeling it as of current.It's amazing the gross a sales team can hold when the state of mind is value selling, and much easier to do when supply and demand is a real issue. Prepare now because gross might be the only opportunity to rise above such a catastrophie. Gross is king anyway, always has been and always will be!~Continue
There are many methods to training and scripting is one of them. When a sales person is trained to script sell and they run into an objection that they don't have a script for, at that time what's left for them to do? Continue
This store sells approximately 100 units per month and is in the black! They are seeking a proven GSM with the right attitude and outstanding references... Feel free to send me a confidential resume... Continue
Are dealers truly maximizing opportunities with Video, Organic Seo, and Social Media? Are dealers really putting their best foot forward? The question is what are the pros and cons of each of these methods of online video? Feature Benefit? Text to speech picture video?Flip Cam Video?Web Cam?Professional Production?Continue
Let me first start by sharing with you as you view this image; this may ruffle some feathers, but the intent is not to stir the pot, rather it's to open ones mind to an "additional" way of thinking. Don't underestimate a new way of thinking. A positive change of heart brings about a positive way of being!~
Most of us have heard it, as well as I will personally attest to saying it (ABC) - Always Be Closing. One of my original mentors Beau Boudreaux would often times say; kid, deals are usually missed by only a few words. The reason I'm sharing with you that a deal is only missed by a few words; I really and truly believe that my personal message of training and coaching can as well be misinterpreted,- by only a few words. The idiom "the devil is in the detail" derives from the earlier phrase, "God is in the detail;" expressing the idea that whatever one does should be done thoroughly; i.e. details are important.
Investopedia explains 'Always Be Closing - ABC'
The phrase was popularized in the 1992 film "Glengarry Glen Ross". In the film, an aggressive representative from the corporate office is brought in to motivate a group real estate salesman to sell more property or be fired if they fail. The representative opines on the "always be closing" mentality, a strategy which ultimately pushes the characters to be unscrupulous and dishonest in order to avoid being fired.…
I've had great success in my career as a leader by eliminating turnover, and pride myself on very seldom ever having to terminate an employee. As a matter of fact, as many teams as I have ran, people I have led, I can proudly say, I've had to terminate less than 10 employees, as a matter of fact, I can't think of even 5.
I will tell you this much, those I terminated, I can recall 1 for a lack of performance, one for loaning a vehicle out to someone without permission, one when I took over a dealership whom tried to undermine me, and I can't think of another. I have a rock solid track record of taking the folks that other leaders may have fired, given up on, or simply didn't know how to get the best out of them.
I've always had the mindset that I must go the extra mile in helping others succeed, they have families and themselves that count on me, it is failure of a leader to let others down. We live in a society of get all you can, be the best you, GIVE IT ALL YOU GOT.
I believe, leadership is motivating from the bottom up turning failures like myself into winners. I'm grateful to those who could see potential in me, and for those who couldn't,- don't get discouraged,- pull up the boot straps, do if for yourself, and prove for yourself first and foremost that you can succeed!~
When it is time to terminate, this is how to do it.
6 Keys to Graceful Employee…Continue