September 2013 Blog Posts (89)

Automotive Sales - From No to Yes

Don’t you hate to hear your customer say no? You spend a lot of time and energy with a customer and when you get to the final stage of the sales process, the customer says the dreaded no word. You were all excited and hoping for a sale and then poof, the air goes out of your sail. The good news is that you can change from getting no answers to yes answers.

 

First, you must recognize that getting a no answer isn’t accidental or bad luck. When a customer gives you a no answer it…

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Added by Mark Tewart on September 17, 2013 at 2:38pm — No Comments

Power Tips - How to be Unstoppable

Whether you're selling paper clips or cars, the most successful salespeople share the same qualities. Here are some of the things that separate the best from the rest:



Believe In Yourself

Unstoppable salespeople filter out negative thoughts and the advice of those who dwell on why it can't be done. They rely on their own inner voice and belief systems to carry them through any obstacles. They truly believe there's nothing…

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Added by Scott Bergeron on September 17, 2013 at 10:34am — 1 Comment

The Science Behind Customer Loyalty

One challenge all businesses face is creating loyal customers. As business owners, we try to analyze our customers to figure out what methods we can use to build that base of customers which is so important to future growth. Without loyal customers, your efforts at customer acquisition quickly go from growing your business to replacing defecting customers.

 …

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Added by Mike Gorun on September 17, 2013 at 9:21am — 2 Comments

How Much Do You Value Me? Let Me Count the Minutes!

By Sean Whiffen, V.P. Strategy, Technology & Content 

Waiting in line … This common experience conjures thoughts and feelings in every one of us - from the DMV to the grocery store. It’s part of life, and we each have our way of dealing with the experience. I generally view it as an obstacle course to successfully maneuver, like finding an opening on a race track.…

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Added by Lance Boldt on September 16, 2013 at 12:56pm — No Comments

Infographic on the DNA of an All-Star Closer

Hey everyone, 

Here's an infographic I put together that discusses the top traits of all star salespeople. I'm looking for advice so I'm posting it here. Let me know what you think and if you'd change anything! 

Get it here: http://auto.clearfit.com/see-beyond-the-resume/

Cheers!

Added by Simon Jalbert on September 16, 2013 at 12:32pm — No Comments

My Chat Story: Fort Wayne Automotive

When you’ve been in the auto business for almost 30 years, you learn to appreciate quality. Fort Wayne, Indiana’s Curt Richards has seen it all. From the sales floor to the finance department, as an Internet Manager, and most recently as a BDC Administrator, Curt oversees the operations of a business development center that supports sales, parts and service operations for 4…

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Added by Ketty Colom on September 16, 2013 at 11:53am — No Comments

Dare To Be

I’m sure you have seen the slogan/ tag line I have used for my new company, Success 8760, on the website. The 8760 in my company name comes from the number of hours in a year. That is,  8760 = 24 x 365. For me, and hopefully for you, Dare to Be 24/365 means to do whatever is necessary, to dare to be a success every hour of every…

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Added by Al Mosher on September 16, 2013 at 9:51am — No Comments

Gubagoo Launches Innovative Behavioral Scoring and Engagement Technology that Transforms Dealership Websites into Lead Generating Engines

Adopted already by over 700 dealerships, Gubagoo’s “B.E.A.S.T.” technology turns a dealership’s website into a tracking, scoring, engaging and sales converting environment; majority of dealerships report their Gubagoo-powered sites are driving at least 200 additional leads a month - with 1 in 7 converting to sales

 

West Palm Beach, FL – September 16, 2013 Gubagoo Inc., a revolutionary new platform for dealership…

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Added by Crystal Hartwell on September 16, 2013 at 9:09am — No Comments

Steer into the skid

Some things in life don’t seem to make sense. If you’re caught in the ocean’s under-toe, don’t resist, but instead save yourself by swimming horizontally to the shore with the ocean’s pull. If you want to effectively snow ski down the side of a mountain, you must lean forward or if you ever find yourself in a skid, driving…

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Added by Marsh Buice on September 14, 2013 at 9:10am — No Comments

Don’t Be Afraid of Content

Content. That word scares a lot of dealerships. They’re told they need it from every vendor, at every conference and in every article. They need it for SEO, for blogs, social media, and their website. Advertisements? No problem. They have tons of cars and know what is a good deal in their market. They have ad agencies designing the ads and helping to assemble them. Content,…

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Added by sara callahan on September 13, 2013 at 11:13am — No Comments

How to Stop Millions of Accidents: Use Turn Signals

     I notice many drivers who fail to signal.  Not using turn signals is one of my pet peeves. How many times has the person in front of you failed to use their signal when passing or turning? We've all experienced it -- maybe…

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Added by Connie Keane on September 13, 2013 at 10:57am — No Comments

What's your process BEFORE the Meet & Greet?

Every store has their sales process, their Road to the Sale, that starts with a proper Meet & Greet.  But what about before the Meet & Greet?  In a recent article by Chris Saraceno, “Secrets of the Best Sales Consultants”, Chris listed many of the things a salesperson must do today to be successful.  Technology has helped salespeople become more…

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Added by Bradford Bowers on September 12, 2013 at 7:02pm — No Comments

One More Thing: Follow Up To How To Be A 20 Plus A Month Car Salesperson

              Although I could certainly give more than just one more thing, this report is based upon specifically on one thing and this is prospecting.  Top sales performers know that lead generation equals dollar creation. Top performers look to create more leads from more sources and to have higher productivity from each source.

 

               First of all, I would invite you to create a marketing web. Take a piece of paper and put a dot in the middle.…

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Added by Mark Tewart on September 12, 2013 at 2:30pm — 14 Comments

What’s Your ROR?

In almost every aspect of your dealership, you calculate ROI. Whether you’re looking at your ad spend, calculating labor costs or analyzing your digital marketing, the first, and last, thing you think about is ROI. How is my spending this money going to help me make more money? At times, we choose unwisely and discover that after the fact. Steps are then taken to rectify and…

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Added by Richard Holland on September 12, 2013 at 11:34am — No Comments

The fact of the matter is that currently companies are spending a great deal of money on advertising to drive customers to their website.

Ever since Google released their influential Zero Moment of Truth study, companies have been rushing to address and improve their online presence. The fact of the matter is that currently companies are spending a great deal of money on advertising to drive customers to their website. However, while website traffic is desirable, it doesn’t necessary convert visitors to shoppers. 



Quite frequently, companies don’t have an effective way to…

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Added by David Farmer on September 12, 2013 at 7:56am — No Comments

Your customers want a marriage, not a one-night stand

Your customer doesn't care how busy you are. It’s not their problem someone’s transmission went out, or that another will be there in 5 minutes despite that fact that you haven’t even gotten the car washed yet, nor the fact that yesterday’s “lick” (a.k.a. a customer that paid you a healthy commission) now wants to return the car. Customers aren't ignorant to…

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Added by Marsh Buice on September 11, 2013 at 9:00am — 21 Comments

A Lesson In Leadership from An Unlikely Source

“While everyone ran in panic, Roselle remained totally focused on her job.”

 

Sometimes life gets hectic. We try to focus on and accomplish too many things at the same time. We have deadlines to meet, customers vying for our attention, fires to put out and countless voicemails and e-mails to respond to. In a world where employers consider…

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Added by Arnold Tijerina on September 11, 2013 at 9:00am — 4 Comments

What's this...? TrueCar is ruining the market?

 

By Chris Ramey, September 10, 2013

Set the way-back machine to July, 1990. It is my second full month in the car business, and I am as green as they come but have still managed to out sell all but a few of the top sales people. Our store in Sunnyvale, California sells Pontiacs, GMC trucks and Honda’s and not knowing anything, I picked…

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Added by Chris Ramey on September 10, 2013 at 6:13pm — No Comments

Do Dealership Reviews Really Sell Cars?

Dealerships need good reviews to sell cars, or do they? Are you confused about the discussions surrounding the importance of reviews? When you read reviews are you reading about the product or about where you are buying the product? Be Honest (I won't tell).



This week on Think Tank Tuesday, learn the truth behind all the effort you've given to working on your dealership's…

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Added by Paul Potratz on September 10, 2013 at 5:02pm — No Comments

Digital Marketing- Beware of False Prophets

Recently there have been several articles posted about outdated and/or less than effective or ineffective (quick fix and cheap) SEO and Social Media plans being marketed to unaware and uniformed clients.

First of all if you are not familiar with a product or a service you should be seeking information and…

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Added by Bill Cosgrove on September 10, 2013 at 3:00pm — No Comments

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