I had a new salesperson in a dealership call me and the main thing that we talked about was how training was nonexistent at the dealership that he worked at.  It reminded me of how years ago when I joined the automotive industry I was sat in a room with four other people and the sales manager told us to watch VCR tapes on sales training for the next 2 days. …

Here are a list of Dr. Bob Nelson's Top Employee Motivators and Demotivators.

The Top Ten Employee Motivators

#1 Personally thank employees for doing a good job--one on one, in writing, or both.  Do it timely, often and sincerely.

#2 Be willing to take the…

Are You Really Providing Tax Services For Your Customers?

I was speaking with one of my dealers recently and we were talking about how so many people are waiting to receive their tax returns before they buy a vehicle. I…

Creating consistency from your sales staff requires constant management and coaching. Counseling performance is the process where the sales manager(s) have a formal review of prior production, monthly sales requirements and the dealerships standards.

Having the proper documentation and reviewing the coaching stage of the deficiency is imperative. The goal is to alter the behavior to accomplish a common goal. A proper analysis of the job production should be compared…

 What To Expect : Future Trends To Solve

Its that time of year again, when we all gather in the largest building NADA find and consume everything auto. As we approach one of the biggest conferences of the year we take a look at what to expect.

Technology has the pedal to…

One of the challenges that dealers and managers face when analyzing their marketing budgets is sourcing traffic. Do you find anomalies in your sources when reviewing the sourcing of your store’s traffic? Is every customer being reported in your CRM as generated via a Walk-in, Billboard, Auto Mall or AAA?  AAA sounds great until you realize you don’t even have a program with…

http://www.automotivedigitaltraining.com 856-546-2440

Make Money Mondays with Sean V. Bradley - Special Edition With General Sales Manager Charlie…

Every day we hear about customer satisfaction. Companies do surveys to find out how satisfied their customers are with the service they received. Some even go so far as to reward employees with bonuses or prizes based on satisfied customers.

That’s just wrong. ‘Satisfied’ is the lowest level of acceptable customer service. Your business gains little from…

During the analysis and evaluation we conduct prior to starting a training program the question of ethics and standard business practices we train on usually requires some explanation. In other words, Dealer Principals and General Managers want to hear from us that we conduct our training programs ethically and professionally.

If I were to stand in a room full of Dealer Principals and ask "Who in here believes that the best way to take care of a customer is to sell extra or un-needed…

The basics of down payment....

How easy is it to do business with your business? How easy is it to get help? …resolve a problem? …answer a question? The answer to those questions is probably that you don’t know because you’ve never tried to do any of those things.

Want a real report card on how your staff is doing? Try being your own customer.

Here are some things you can do over the phone…

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 Internet Dept. is getting people on the phone.  As you know you have…

Do you know how it feels to be halfway through the month and your draw isn’t even covered? The last 3 customers yielded no sale. The first wanted to buy but couldn’t. The next one could buy but wouldn’t and the last one could, did, and ended up backing out at the last minute.…

In case you missed the live broadcast yesterday you can check out the show with @marktewart on U-Stream bit.ly/19lRwWd

Those are some pretty impressive auto sales figures emerging from November and Black Friday! So did we do something special this holiday season or was this a one-hit-wonder?

The Los Angeles Times reported that the Black Friday sales were good for GM, Ford, Chrysler, Toyota as auto sales rise in November, and again, anticipated this December.

“The Thanksgiving weekend saw a lot of promotion by automakers, riding the Black Friday wave, and it seems to have paid off,” said…