When handling objections in car sales, it’s important to understand the reasoning for objections, and show empathy and agreement for a buyer’s position. Not only have they been raised to be wary of the car buying process, but this is also a huge purchase for them – perhaps the largest they’ve ever made. As such, objection handling needs to be approached with understand and a good attitude.

Moreover,…

One of the fears dealerships have regarding digital innovations in the automotive industry is that the internet will replace phones. However, it is a well-known fact that phone leads close significantly faster than internet and social leads combined. And guess what -- fixed operations generates many of them. As a result, dealerships are placing a…

When the pace of change in your industry exceeds that of your business, the end is near.

Find yourself desperately trying to hold on to control of the customer and the purchase experience while the world evolves all around you? Join the crowd. The traditional automobile dealer is at a crossroads. A defining moment of truth. The actions…

Today's customers expect and demand a fantastic experience. From initial research to the showroom visit, delivering a great experience at every touchpoint will give you a distinct advantage over your competition and help you win deals.

My last blog, 7…

I’m sure that most managers are familiar with the frustration that comes with discovering a salesperson decided a sale was not to be made without really working the lead, letting a perfectly good customer leave the lot. Perhaps the salesperson pre-qualified them and decided they…

Unless you're some sort of crazy selling machine, keep reading!

Contrary to what the title of this article suggests, I am not going to write about how to sell less. Rather, I will focus on some of the simple steps to the sale that often go overlooked that prevent more deals from being closed. In vehicle sales, the amount of units you push directly affects the amount of money you collect so it’s crucial to keep yourself in check so that you can constantly strive to kick your sales up a…

I want to touch on something I'm starting to see in my dealership. Just a quick summary, I work in a "negotiation-free" store where we display upfront pricing and make buying easier. With that comes some other changes in our culture; sales not paid on gross profit but units, and the way we hire among other changes. The way we hire and WHO we hire is what I want to…

Sales managers: help your sales staff to gain customer commitment!



When was the last time a salesperson came back from a demonstration drive and told you (the sales manager) that he or she has gained commitment from the customer, so you stacked up a 4Square presentation (or whatever it is that you use) – only to see the prospective customer walking out the door a couple of minutes later?



Do you find this happens quite a lot or even some of the…

When I woke this morning,

I ‘strapped on’ a correct, positive mindset,

Much like a soldier going into battle.

Which is what being in sales today is like.

(That is no disrespect to our true heroes.)

I took stock of yesterday’s successes &…