As I was talking strategy with a good friend of mine who is a GM of two rooftops we got into a discussion about which strategy is most effective in the automotive internet sales world i.e. coordinators vs. floor sales people making the calls.
We all know that the hardest part in the…Continue
Added by J.R. Batchelor on December 9, 2013 at 10:35am — No Comments
You recognize the line “scissors beats paper” from the kid’s game Rock, Paper, Scissors. Scissors cuts paper. Cutting paper is good, when the paper you’re cutting is your repair orders, inspection sheets, authorization forms and the other 10 to 30 pieces of paper your service department has to create, print…Continue
Added by Mark Sinanian on December 9, 2013 at 10:00am — No Comments
(December 9, 2013) - Broomfield, CO. DealersLink®, the creator of the first dealer-to-dealer marketplace in the United States, today launched CloudCam HD™, an android based camera that runs the ExportPro® Mobile app. CloudCam HD™ drastically simplifies the process of uploading vehicle photos for auto…Continue
Added by Devon Peterson on December 9, 2013 at 8:30am — No Comments
Using Contests and Games in Your Marketing
Marketing your products in today’s world is tough. With so many competing messages on every media channel, simply putting an ad out just isn’t enough anymore. As a marketer, you’re constantly looking for new ways to get your customers interested and invested in your products, but that’s easier said than done.
You are probably using many forms of marketing that do a great job at increasing your brand…Continue
Added by Larry Craig on November 22, 2013 at 10:30am — No Comments
As I’m sure you’ve heard, Blockbuster Video has gone out of business. DISH Network, which owns Blockbuster, officially announced last week that they would be closing all 300 U.S. Stores. There was a time when local video stores were the dominant retail outlets to rent movies from. Then…Continue
Any dealership can sell more vehicles for more money right now. It’s a fact, not an opinion. The only thing keeping you from doing so is you. It’s your dealership and it’s your choice. You choose to win and you choose to lose, but make no mistake about it; it’s always up to you.
Step 1: Decide — The root of the word “decide” means “to cut off.” You must cut off any possibility of anything else. You must decide that you can and will sell more for…Continue
Added by Mark Tewart on November 5, 2013 at 9:00am — No Comments
While we all know that texting while driving is very dangerous, texting your consumers without consent may now be just as precarious.
The Telephone Communications Protection Act (TPCA) has recently been updated with new rules regulating the way your…Continue
Added by Josh Knutson on November 4, 2013 at 3:59pm — No Comments
Many years ago, I wrote an article titled “The Road To A Sale Is Broken.” Well, it’s not only still broken, it’s fractured beyond recognition.
Attention dealers: Take the time this week to review and rethink from scratch every step in your routing procedures. Review these steps from beginning to end, and review all team members involved both on the front line and behind the scenes. Review all the technologies you have and determine what is the most effective use and…Continue
Added by Mark Tewart on October 31, 2013 at 9:00am — No Comments
The intention of goal setting is to look toward the future and think of and plan for what you desire. Goals provide hope. My definition of hope is “Having Optimistic Predictions & Emotions.” However, goals can create your biggest stumbling block to getting what you desire.
Ralph Waldo Emerson said, “The only thing that will grow is that which you give energy to.” To focus your mind on what you desire is great. Concentrate on the why? “When the why gets strong…Continue
Added by Mark Tewart on October 29, 2013 at 9:00am — No Comments
Before you think I am nuts, let me explain. The factory gives customer service surveys and dealerships give customer surveys. Everyone seems to talk about Customer Satisfaction Indexes. Measuring your success and failure is obviously important. However, is customer service really about numbers? In customer service, the most important customers are the one’s who hate you the most and the one’s who do business with you the most.
People like to have nice things said about them.…Continue
Added by Mark Tewart on October 24, 2013 at 9:00am — No Comments
What business are you in? “The car business” would probably be your normal answer. I would invite you look deeper into that question. Rarely, is your first answer to that question your most accurate answer. The majority of businesses fail, or fail to reach their potential, because the owner and managers haven’t figured out the most important and most basic question: “What business are we in?”
Saying you are in the car business seems logical. However, that answer does not stir…Continue
Added by Mark Tewart on October 22, 2013 at 9:00am — No Comments
Michael Jackson and Billy Mays passed away in the same week. The passing of Billy Mays made the news but Michael Jackson dominated it. The underlying message sent from the media is that entertaining is good and somehow noble, but selling and marketing is bad. My question for you is the following: Do you allow this flawed thinking to keep you from being successful in your sales and marketing?
The news coverage of Michael Jackson life was largely reverential and fit for king,…Continue
What would you do in your sales career if you did not have limitations? Everyone has self-imposed limitations. These limitations can stem from several strong forces – environment, childhood experiences, workplace profiling, etc. Never allow anyone to pigeonhole you into who you supposedly are or who you are not.
People in your work environment continually judge you as to what your strengths and weaknesses are, and what you can or cannot do. You must realize that all of these…Continue
Added by Mark Tewart on October 9, 2013 at 8:47am — No Comments
If you were to follow around the most successful salesperson you know for a week and then follow a failing salesperson for the same amount of time, the differences would be glaring. It boils down to successful habits. What you do habitually in small incremental actions adds up to huge differences in results by the end of just one week.
Recently, I was visiting a dealership where some of the salespeople had attended a sales seminar I had conducted. One of the attendees of my…Continue
Added by Mark Tewart on October 2, 2013 at 1:03pm — No Comments
Robert Cialdini is a social scientist who wrote the book Influence: The Psychology of Persuasion. In the book, Cialdini describes six different influences that get people to say “yes.” In this article, I would like to review those six influences and how that relates to selling vehicles, and add one more form of influence that will assist you in getting your customer to say “yes!”
Reciprocation — Human nature creates an urge to pay back debts. These debts can be in the…Continue
Added by Mark Tewart on September 27, 2013 at 9:46am — No Comments
“Work more hours.”
“Put your nose to the grindstone.”
“You have to pay your dues.”
“Climb the ladder of success.”
Do all of these sayings sound familiar? These common phrases often espouse ideas that become anchored as limiting beliefs in your brain. Here’s the shocking news; these phrases often put into motion a cycle of struggle and failure. These common teachings may have kept you from having the kind of success you desire. The…Continue
In an interesting piece posted on the Automotive News website over the weekend, Diana T. Kurylko details how manufacturers are able to make real connections with buyers through Twitter, Vine and Instagram.
She points out…Continue
Added by Tom LaPointe / CarChat24 on September 22, 2013 at 7:58pm — No Comments
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…Continue
Added by Mark Tewart on September 17, 2013 at 2:38pm — No Comments
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.…Continue
Many people in the auto industry have been talking about evidence of a softening market. Lately, I have seen fear in the eyes of several salespeople, managers, and dealers. Good times and overabundance tends to spoil all of us and leads us to bad habits and a reduced sense of urgency that kills our business when things get tougher. What are you doing at your dealership right now to cushion for an economic downturn?
The time to prepare for bad times is not when they hit, but…Continue