All Blog Posts Tagged 'sales' (980)

Role Play Your Way to Success

Role-playing with your sales team will give them the confidence and inspiration to know what to say when handling objections from potential customers. Just like in sports or the fine arts, honing your craft involves practice. Through role-playing, your sales team will master…


Added by Richard Keeney on October 26, 2016 at 2:31pm — No Comments

How to Optimize for Voice Search

It's not enough to think about optimizing for desktop and mobile anymore. With voice search, Siri, Google Now, and Cortana are just the beginning.

By the time we reach 2020, over 50% of daily searches will be through voice searches. So how can you optimize your business and brand to get ahead of the curve? Watch this week's Hard Facts with Samantha for more info.…


Added by Paul Potratz on October 21, 2016 at 10:26am — No Comments

Just a Gimmick? Or Are Giveaways Really Needed?

Do you shy away from giveaways and win-a-prize type mailers? If you’re like most dealers, you probably do. Giveaways are frowned upon for fear of attracting customers who are more interested in winning a prize than buying a car.

Customers come into your dealership daily. When asked if they…


Added by Alexia E Henson on October 20, 2016 at 9:27am — No Comments

Using Content as a Sales Tool

Most companies view content marketing as a means to rank higher in search engines, establish thought leadership and engage with their audience. Content, such as newsletters and blogs distributed via email and social media channels, enables businesses to stay top-of-mind with clients and prospects. It can be used to…


Added by sara callahan on October 19, 2016 at 9:52am — No Comments

Attribution: Whose Sale Is It Anyway?

In most dealerships a dispute inevitably arises between salespeople over a sold customer. Perhaps it’s because one salesperson initially assisted the customer and a second closed the deal and delivered the vehicle while the first was off for the day. And what happens when a customer visits multiple times and perhaps a…


Added by Steve White on October 14, 2016 at 9:00am — No Comments

Manufacturers Cease Allowing Dealers to Brand Social Media Content – Huh?

I bet that title got your attention. Imagine a world where automotive manufacturers prohibited dealerships from producing and publishing video content of any vehicles during dealership sales events. That would seem a little ridiculous, right? Social media can produce great results and lead to sales. However, if the…


Added by sara callahan on October 12, 2016 at 9:17am — No Comments

Lack of Time Can Be Costlier Than You Think

Working retail in the auto industry can certainly be taxing. Salespeople work 60-70 hour weeks to make a paycheck. Sales managers do so while also having to manage the sales team, create multiple reports and handle a multitude of tasks -- and the service department is just as overloaded.




Added by Mike Gorun on October 11, 2016 at 8:52am — No Comments

Sales Manager Staff Development Activities

Performing these regularly occurring sales manager activities will insure we are investing enough in our dealership’s most valuable appreciating assets – our people.

● Have a notepad when desking deals 

– Take notes for debriefing our sales associates, don’t rely…


Added by Michael Hargrove on October 5, 2016 at 11:16am — No Comments

Are You Going Extinct?

This industry will go extinct in 10 years. Can you guess which industry I'm talking about?

Students right now are so excited to graduate and get involved in this field, but they’re having trouble getting a job. Why? The jobs in this industry are few and far between. 

It’s such an exciting and fast-paced environment for millennials to join into. It’s something that we’re actually excited about. It’s given us…


Added by Paul Potratz on October 4, 2016 at 12:00pm — No Comments

Basic Deal Desking Principles

I was asked to share with sales managers some of the common desking best practices I’ve encountered across the country. These are things that, when adopted, should help you help your sales people be more effective. I know that most of these things are already being done in your store but it’ll still be a…


Added by Michael Hargrove on September 29, 2016 at 3:00pm — No Comments

If a Picture Is Worth 1,000 Words, How Many Is a Video Worth?

If you haven’t drunk the video marketing Kool-Aid yet. Or, perhaps are overwhelmed by the thought of creating and distributing videos, it’s time to consider the advantages of having a video marketing strategy.


There was a time in my career when dealers used to complain about having to take multiple…


Added by Timmy D. James on September 29, 2016 at 8:33am — No Comments

Dealers Are Asking “What Is Online Retailing, Really?”

In my many discussions with dealers, the one question that invariably comes up is “What is online retailing, really?” They’ll then begin to tell me how consumers can already buy a car online from them. They have a widget with which a consumer can get their trade value. They have an online payment calculator. Customers…


Added by Joe Orr on September 28, 2016 at 2:43pm — 1 Comment

Service Advisor Tips for Following-Up on Declined Services

As we’re helping people with some of their biggest investments, it’s our moral duty to be there for our customers by following up on services they’ve initially declined. Ethical practices in the car business go a long way in retaining customers and increasing referrals. 

You won’t be…


Added by Richard Keeney on September 27, 2016 at 10:49am — No Comments

Sales Tips

Added by Jon Floyd on September 24, 2016 at 12:44pm — No Comments

Four Human Relations Basics

How much would your professional life improve if the majority of your new customers were trusting and easy to work with? What would you be able to achieve if you could significantly increase the effectiveness of each and every one of the techniques you currently use? And what would you think if I were to tell you that…


Added by Michael Hargrove on September 23, 2016 at 6:03pm — No Comments

What's the Deal With RankBrain?

Since 2015, Google has been using something called RankBrain, and it was used to process and deliver more relevant and organic search results. How? It was even a mystery to Google!

Rankbrain not only understands language semantics, but also complex search queries, which gives it the ability to think similarly to humans.

What does this mean for you? Find out by watching this week's Hard Facts.…


Added by Paul Potratz on September 23, 2016 at 4:09pm — No Comments

What Would You Do?

In this era of dealership expansions and acquisitions, groups are often put in the unenviable position of inheriting promises or perks that were offered prior to the dealership acquisition. One would think that it is simply a matter of grandfathering the customer into a perk offered by the previous owners. However,…


Added by sara callahan on September 21, 2016 at 8:59am — 1 Comment

How to Improve Your Blog

Watch out! Your blog site can be hurting your business. This week on Think Tank Tuesday, Paul tells a story about why he started his blog and what changes he made to improve it over time. Watch more to learn which strategies will help your blog become more successful.

We’d love to hear…


Added by Paul Potratz on September 20, 2016 at 5:34pm — No Comments

This is your 1 photo op

Esquire Magazine writer Cal Fussman recounted a story about a reporter who had the opportunity to travel with the legendary boxer Muhammad Ali in the prime of his career. Running late and nearly sprinting through the airport to get to the gate in time to catch a flight, Ali looked over to see a woman nervously…


Added by Marsh Buice on September 20, 2016 at 10:30am — No Comments

Now Is the Time to Be Selling Pre-Paid Maintenance

With the major shift into leasing certified pre-owned vehicles by several OEMs and major financial institutions, many dealers have predicted a decline in service contract sales. However, according to…


Added by Mike Gorun on September 20, 2016 at 8:56am — No Comments

Monthly Archives









Blog Posts

Role Play Your Way to Success

Posted by Richard Keeney on October 26, 2016 at 2:31pm 0 Comments

Role-playing with your sales team…


Automotive Marketing: An Overview of Current Marketing Trends, Statistics, and Strategies

Posted by Larisa Bedgood on October 26, 2016 at 10:41am 0 Comments

Automotive Marketing: An Overview of Current Marketing Trends, Statistics, and Strategies…


Reports of Increasing No-Sales at Auctions

Posted by Black Book on October 25, 2016 at 4:14pm 0 Comments

Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes.…


New Pin Collective, New LinkedIn Skills & Endorsements Section, & More!

Posted by Joseph Little on October 25, 2016 at 3:11pm 0 Comments

This Week in Social Media


News for the Week of October…


New Study Finds Consumers Are Dissatisfied With Dealerships’ Lack of Desire to Resolve Complaint

Posted by Max Zanan on October 25, 2016 at 10:55am 0 Comments

Total Dealer Compliance shows the impact of offering a clear complaint resolution has on sales and reputation…


The Insurance Your Dealership Needs, But Probably Doesn't Have

Posted by Erik S. Nachbahr on October 25, 2016 at 9:44am 0 Comments

Insurance is one of those business costs we all hate paying every month, until the day we actually need it. I'm not an insurance expert so I don't know exactly how many policies a typical dealership has. I imagine it's…


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