All Blog Posts Tagged 'sales' (865)

What Is Your Point Of Difference?

For those who have met me, you would know I have never had the problem of being lost in a crowd. At 6 foot 5 inches, I tend to be hard to miss. Most of you wouldn't know though that my wonderful wife Melody is 6 foot 1 inch, very tall herself. Like many of you I'm sure, I am punching well above my weight and I am convinced that my wife just married me because I was the only one she knew that was taller than her! It was my point of difference! And after celebrating 6 years of marriage last…


Added by Dave Benson on November 22, 2015 at 6:18pm — No Comments

Are You Tired of the Same Results in Auto Sales?

How true is that old saying, “If you do what you always did, you will get what you always got?”

Unless you want to stay locked in a world of mediocre success for the rest of your career, you need to change the way that you approach auto sales. If you are only selling 10 to 12 cars…


Added by David Lewis on November 18, 2015 at 9:15am — No Comments

Dealers Must Streamline their Retail Process to Meet Consumer Need

Today’s consumers dictate the customer experiences they want and brands are listening. Think about Amazon. You can literally tweet your order to them and it will be at your house in 2 days. In some markets, they’ll deliver your order in an hour. Why has Amazon become the behemoth that it is today? Because…


Added by Bruce Thompson on November 18, 2015 at 8:57am — 1 Comment

Earning the Trust of Used-Car Shoppers

Why Used is Better than New 

According to Santander Consumer USA, used cars are expected to outsell new cars nearly 2 to 1 this year, making it more important than ever for dealerships and sales…


Added by Joseph Little on November 17, 2015 at 5:12pm — No Comments

Fire Yourself!

I was listening to a sales coach recently and he said something that really intrigued me. He said, “If you want to know the best way to stay fresh and hungry in sales, try firing yourself at the end of every month, and then re-hire yourself on the first day of every month. Tell yourself that you are in a new job on the 1st day of every month and you only have 1 month to prove that you are worth keeping!”

That’s one way to keep you fresh! The fear of no longer having a job will…


Added by Dave Benson on November 15, 2015 at 6:14pm — No Comments

Four Questions You Need To Ask Candidates During the Hiring Process For Your Car Dealership

Traditional hiring processes in the automotive industry are based on finding someone with past experience in the business. The types of questions you ask would normally have to do with past results and the candidate's reasons for leaving their last…


Added by David Lewis on November 12, 2015 at 10:24am — No Comments

Maximizing Your Reach

Who wants to sell more cars?

Silly question hey! So what are the ways we can actually make it happen?

There are 2 ways…

1. Increase Our Closing Ratios

2. Increase the Amount of Customers We Speak To 

Hopefully these tips help you do number 1 better, but how can you as a salesperson increase the amount of customers you speak to this month?

Today, I am going to be talking about Maximizing Your Reach. By…


Added by Dave Benson on November 9, 2015 at 8:00pm — No Comments

Underpromise and Overdeliver: How to Increase Customer Satisfaction in Auto Sales

In order to be successful in today’s extremely competitive Retail Automotive Industry, Customers need to feel more than just satisfied with their experience in your Dealership; their satisfaction needs to exceed their expectations if you want to maintain and/or grow a thriving…


Added by David Lewis on November 9, 2015 at 7:53am — No Comments

The Key to Earning Business from Millennials May Not Be What You Think

In our industry, one universal sales practice is to tailor your techniques to the wants and needs of the customer in front of you. If you have a young male drooling over that sports car, you’ll probably be talking about performance specs, 0-60 times and horsepower. If you have a young family, you’re…


Added by Mike Gorun on November 3, 2015 at 7:42am — 1 Comment

A True Vehicle Experience...

Driving home from the airport late last Thursday night, I switched on some good old’ talk back radio to keep me awake on for the journey… Bad idea most of the time…! But this night, a motor industry expert was on talking about his demise for a car brand and giving his thoughts on how people buy cars these days. 


He made a comment, "most people don’t need to test drive cars before they buy them these days because it’s more about the iPhone and Bluetooth connections and other…


Added by Dave Benson on November 1, 2015 at 4:56pm — No Comments

The Social Media Matrix: Do You Know Who Your Fans Are?

Today, social media platforms - Facebook, in particular - offer in-depth analytics and data that dealers can use to market to car buyers. Dealers who understand how to use and leverage Facebook ads frequently see wildly successful campaigns for very little spend. On the other hand, there are many dealers…


Added by Paul Moran on October 30, 2015 at 8:27am — No Comments

Is Spreading the Sales Process Out the Answer to Excellent CSI?

A hot topic of much discussion today is the decrease in the sales process. There are many opinions on whether shortening the time it takes consumers to buy a vehicle is the answer to providing a better customer experience. There’s no doubt that it can be arduous and exhausting for a consumer to buy a car…


Added by Mike Gorun on October 27, 2015 at 9:04am — No Comments

Sell What You Love & Love What You Sell

…Why buy a car from us??

Well I’m glad you asked!

I’m currently at the stage of life that every weekend seems to be filled with a children's birthday party or friends BBQ gathering. While watching the token Dad turn the sausages on the BBQ, sipping on that drink that I got from the “not so cold” esky, I start chatting to the other seemingly uncomfortable Dad’s about the same old things…

One of the typical questions bantered around is “So what do you do for a…


Added by Dave Benson on October 26, 2015 at 7:11pm — 1 Comment

B2B Marketing in 2015: It’s Not All about Customer Experience

In B2B marketing, there’s no scarcity of brand messages from vendors to dealers. Increasingly, those messages now tend to market how the vendor’s products and services help dealers create a better customer experience, rather than focus on the products or services themselves. But is that a good thing?…


Added by sara callahan on October 26, 2015 at 9:20am — No Comments

The Great BDC Robbery: How Reconciliation Allows Your BDC to Steal from You

If you're a GM or dealer principal I have to ask: Do you have any idea what your BDC is doing right now? 

A few weeks ago a general manager I’ve known for some time was bragging about the performance of his group’s Centralized BDC. He was almost gushing about how well they were doing and how there was no…


Added by Steve Stauning on October 23, 2015 at 2:12pm — 1 Comment

Top 3 Questions Customers Ask About Used Cars, and How to Respond to Them

The used car market is flourishing today and when someone goes to a Dealership to look for a previously owned vehicle, they have a dozen questions they would like answered. For some customers, there is hesitation in purchasing a used versus a new vehicle, but the price drop often…


Added by David Lewis on October 21, 2015 at 10:18am — No Comments

Is The Decline In Facebook Page Reach Actually A Good Thing?

Remember the good old days when your Facebook audience actually saw the content you posted on your Facebook page? If you’re a social media person, you’ll know what a rush it was to see your content engaged with. As the likes, comments and shares piled up on a piece of content, a sense of…


Added by Paul Moran on October 16, 2015 at 8:15am — No Comments

Do You Want To Be fired?

I've always heard the expression, "you don't miss something til you no longer have it... ", and I experienced that recently in a dealership I was training.

At the start of the day, management had told me that their weakest performer Steve (not his real name), needed to sell 14 cars this month or he would no longer have a job at the end of the month...

Now I was at the dealership on the 7th of the month and he had only sold 1 car so far... Not a great start. For a…


Added by Dave Benson on October 12, 2015 at 7:10pm — No Comments

Make the Right Training Decision

Let’s face it. Training on any level can be an intimidating and daunting task. Questions like when to train, how often, and who should be involved come up.  What type of training and who should teach and provide it also adds to the confusion.  Most of the time, I feel that these questions become so overwhelming to both business owners and mangers, that the easiest decision  to be made is the one that is made most, and that decision is to do nothing. To do nothing is to put yourself and your…


Added by Jeff Cowan on October 8, 2015 at 2:49pm — No Comments

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Blog Posts

Consumers Are Taking Their Complaints to Social Media. Are You Responding?

Posted by Paul Moran on November 27, 2015 at 8:12am 0 Comments

In the past, consumers were limited in their options when…


Google Auto Says Mobile is the Place to Be

Posted by David Metter on November 27, 2015 at 7:55am 0 Comments

In a study published this month by Google’s Automotive division…


How to Update and Completely Replace the Faulty Ford PCM in Your Car?

Posted by Diyana on November 27, 2015 at 1:41am 0 Comments

Summary: The Ford PCM when generally goes faulty has got only one option, and that is to be completely replaced. There are certain methods of removing it because all the sensors and batteries are…


Don’t Creep Out Your Shoppers

Posted by Joseph Little on November 25, 2015 at 5:00pm 0 Comments

How to Track Consumer Behavior and Leverage What You Learn

If your dealership is able to take advantage of the right tools, you can easily tell which consumers are in the car-buying market and what vehicles they’re searching for. This…


This Week in Social Media

Posted by Joseph Little on November 25, 2015 at 3:07pm 0 Comments

Social Media News for the Week of November 23

Brand-New Google+ …


Are You a Hoarder?

Posted by Rob Gehring on November 25, 2015 at 2:24pm 0 Comments

Are You a Hoarder?


This is the time of year dealerships are…



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