We started this series as a jumping off point. If you are brand new to the business, we’ve given you a lot to implement. If you have been doing this for a while and you just need a reset,…

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Ladies and gentlemen, we are back with our newest video series, Begin Again! For the last several weeks we’ve been walking you… Continue

In our video series Communication is Key, we’ve been digging deep into high level communicating. We want you to be comfortable and successful in this business, and to do that you have to speak with enthusiasm, sincerity, and skill. 

Since…

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First, I’ll preface by saying I have great admiration for managers, upper management and dealers.  They are usually very intelligent, courageous, and have worked hard all of their lives.  They are usually great stewards of the money and got where they are making a lot more good decisions than bad.  Read further…

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Does your Desk Manager's or Manager’s body language work for the cause?  Or is it counter-productive and negatively alter the confidence and self-esteem of some Salespeople?

 

Back in the day, when you were selling, do you remember approaching the desk…

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Whether called Product Specialists or Salespeople, how would yours do selling popsicles? Let me share a recent experience. I was so ready for a chocolate dessert the other afternoon and I was looking for the Yes, We’re Open sign at the ultimate popsicle store in town. Hallelujah, they were open! They sell nothing…

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One of the biggest lessons I learned when working at the dealership was that you can't do the same things on the phone or in chat that you would do when you're talking to a person face-to-face. We often discuss controlling the transaction and leading our customers down the right path, but if they're not in front of you, the control-factor is often…

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Trust is the basis for all relationships and the catalyst for all sales. Without trust the sale becomes a transactional commodity. Without trust you have to be the absolute cheapest or have the only one in the area to secure the sale and the chance for repeat and referral business is difficult if not impossible. When we develop trust it becomes more about the value of your product or service and what you as a person brings to the sale and less about the price. High trust also means a shorter… Continue

The most amazing part about the internet and social media is that it has opened up communication between people and businesses that was never possible before. We now have the ability to talk to our customers and for them to talk to us in an interactive fashion, allowing for clear lines of engagement that can be both public and private.

For car dealers, this…

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This article was written by NCMi Instructor, Steve Hall.

Being an instructor at the NCM Institute has some definite advantages. I am blessed with an abundance of information, from all levels of the dealership. Week by week, we get to interact with owners, general managers and department managers. Not only do we share our information and best practices, but listen and learn about what is going on in your…

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At the NCM Institute Center for Automotive Retail Excellence, the training that we provide in our Service Management courses focuses primarily on strategies and tactics. However, we have discovered that the effective execution of the strategies that we teach is most often hampered by an important missing ingredient:…

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There are plenty of ways to use mobile devices to promote a business. The merging of social, local, and mobile into the SoLoMo buzzword of 2012 is starting to became a reality for 2013. With YouTube's latest app for iPhone and iPod Touch, the video giant has given a powerful tool to businesses who rely on showing people their wares before they make the…

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The subject of body language keeps popping up in my life of late.  As a result, I have spent some time dwelling on the connection between body language and the work place.  Personally and professionally, we often hear the words, “Don’t judge a book by its cover.”  This statement has more to do with quick judgments made on physical appearances than body language.  Reading someone’s body language goes…

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