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Stan Sher of Stan Sher Consulting and Dealer eTraining would like to give a shout out "Thank You" message to the one and only Grant Cardone.  Stan is sporting Cardone posters and gear in order to stay motivated.  The goal is…

What was your September like?  Or how do the year-to-date numbers look?  How is the sales force working out?  How many are left?  How is inventory?  Do you have enough of the right stuff?  How did you feel reading your last aged unit report?      

Those questions could have good answers or bad answers.  The future depends on what you're ready to do regardless of the answer.  This also applies to your entire operation.  How you answer the tough questions determine how you fare…

October 1, 2012 - New York, NY  Major NY Publisher Announces New Auto Sales Book - John Wiley & Son, the oldest professional publisher in the United States has announced another edition to add to it's highly successful "Dummies" franchise.  The "Dummies" books have sold millions of copies on a variety of subjects from technology to small business.  Their highly recognizable yellow and black covers are instantly recognizable and mean that the selected authors were…

An alarming trend has arisen on the Internet side of automotive sales and it is called "Email Template Theft" (ETT for short). This may be happening to your Internet sales team right now or your team could even be the guilty party. Have you ever received an internet lead who never responded and just seemed downright suspicious? Could these leads have been submitted by your local competition? 

As an Internet Director, it certainly happened to me…

http://www.internetsales20group.com 

AutoByTel Is Sponsoring & Attending The Internet Sales 20 Group... Are You Going…

I don't know about you but I'm a sucker for classic westerns.  Even though about 10 minutes into the movie, you can pretty much figure it out, I always enjoy the "old west" from Hollywood's perspective.  It was a simpler time.  Or was it?      

Back then, at least in the movies, there was always a point when the good guys were surrounded.  It always looked like there was no way out.  Or, as the cliche goes, "It looks like the end of the line."  Yet, seemingly out of nowhere a…

http://www.internetsales20group.com

http://www.automotiveinternetsales20group.com

Dealer Principal, Paul Sansone Jr. Will Be a Speaker At The Internet Sales 20 Group in October 23-25

To sign up, goto…

It is an age old diametrically opposed argument. On one side, we have technology. On the other side, we have personnel.

I can't sell anything without a great Multipoint Inspection.

I can't sell anything without a professional Sales Process.

I must have both in order to be effective.

In recent years there has been a migration to technology because we…

There is a statement we've all heard over the years in the car business.  It usually comes from the dealer or a senior manager.  When I hear it, it makes me crazy.  Now, I know that some of you will say that driving me crazy is a short trip, but this one makes me glad that I'm not on a roof when I hear it.  I might jump.      

It usually happens when I'm talking to a dealer.  We may be discussing a hiring campaign, an idea for advertising, a specific sales practice or even a way to…

Think Tank Tuesday- Are You Missing Sales With The Wrong Messaging? from Potratz on Vimeo.

Are you missing out on sales because your marketing message is focused only on price points?  If you're only focused on price, you are not connecting with customers who are…

Good morning Dealer Elite members and friends,

In my travels I visit hundreds of dealerships as a consultant and sometime as an observer or even as a consumer. Some of the things I see amaze me, some in a good way and some in a bad way. For example I was touring a series of dealership locations over the weekend and I must say that each dealership had a different customer experience.

It was saturday and it was quite warm so I was dressed casually and I visited…

Part of our marketing is to monitor help wanted ads for sales people.  I've seen some that should be very effective, but far too many are less than acceptable.  The only way to describe them is pure laziness.  The only other possibility is that the dealer is still running the sales department on "The Warm Body Theory."  That's where dealers who are stuck in the 1980's still believe that if they keep hiring warm bodies, eventually they'll end up with some "natural" sales talent.…

People generally don’t like hearing the word “no”.

“Is there any milk left in the fridge?” “No.”

  “Have you made these copies for me yet?” “No.”

  “I can see you really like this car.  Should we go into my office and get the paperwork started?” “No.”

A "no" can be a "yes" down the road.

The third exchange above is a…