Okay, friends! Now we’re really getting somewhere. So far in our video series, Be Aware of Your Business, we’ve been walking you through your past. You’ve been gaining awareness in who you are, in your process, and in what your customers want. And now, we’re going to begin to make that shift.

Let’s talk about your community. You…

Last week, we started to talk about communication. You see, communication is key. And I want to tell you all that I know about it.

In the first video of the Communication is…

The retail car business in North America can be incredibly taxing on its employees. From 12-hour days to uncertain paychecks – salespeople can go from hero to zero quickly. As we all deal with this COVID-19 virus, many dealerships have experienced incredibly severe consequences. Some have had to close completely while under lockdown which, in some instances,…

More than ever before, customers are turning to the internet to research and shop for vehicles. This shift in behavior makes phone calls even more critical. Instead of visiting the dealership to ask vehicle questions, shoppers are turning to their phones. 

In my last blog, “…

When you consider the most valuable player at your dealership, who comes to mind? The dealer? The GM? The top-performing salesperson? What if I told you it's your receptionist. Yep, the person who is probably at the low-end of your pay scale. They are potentially working part-time, and maybe even new to the job, and you might even have a hard time remembering…

Dealerships lose hundreds of sales opportunities every year because of missed or mishandled phone calls. On average, a dealership fails to connect with 33% of incoming calls. For every 100 calls, that means you’re missing out on 33 potential deals! Phone calls are three times more likely to convert than other types of leads. It’s crucial to fix your phone…

Dealer and Manager, do you feel frustrated by costly expenses needed to get customers through the door?  Salespeople who build something really significant, by flexing their own marketing arm, understand the importance of personalization.

Many dealers have a few sales professionals that really get…

While I tend to do a lot of phone training, it’s not my favorite skill to teach.

This is not because my phone skills training lacks substance or robustness or even uniqueness – it provides all three (and you can even get most of it for free online) – it’s because that no matter how much phone skills…

http://www.InternetSales20Group.com 856-546-2440

Learn ‪#‎PhoneSale‬ from the the BLIND Phone Sales MASTER, L.A. Williams III at Internet Sales 20 Group 7 in NY May 18-20! LA has been blind for 30+ years and has had to live in a world with NO SIGHT… only sound, tone,…

The key to achieving good ROI with social media and social marketing lies in the business understanding of how to correctly use CRM as a process and not just software. The secret is in their understanding of the R in CRM as a process for establishing meaningful relationships. The challenge however, is that as businesses seek out technical solutions as a means of automating…

The knowledge that dealership professionals possess is inadequate to do the job for which they are hired. These individuals receive the bare minimum training necessary for them to interact with clients during the in-dealership sales process and in most cases, no more. This approach to professional development is wreaking havoc on all of the other processes that…

Process improvement programs from TQM, to EDGE, to EXCEL, to CEE & more…all these acronyms represent the manufacturers’ commitment to proactively impact the customer experience across their diverse distribution channels. The objective for all is the same; implement systems & processes that will equip their dealers with tools and strategies, which they will in…

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

Make Money Mondays with Sean V. Bradley - 'Verbal Kung Fu' - Automotive Sales - Car Sales

Sean V. Bradley discusses "Verbal Kung Fu" at your dealership and the importance of "sparring" with someone else in order to sharpen up your skills. You must be proficient in:

* Process

* Qualifying

* Objections / Rebuttals

* Words…

Hi I'm a vendor....in the digital space. That's my job. And I love it. I love it because I'm a 27 year retail car guy who's Father was a dealer, Grandfather was a designer for Ford and Step Father designed assembly line equipment. Yes I'm from Detroit...  and I love dealing with car guys and gals. Sure I like it when they buy my product. I like making a difference and I like making sure my company is healthy and our staff can take care of their families. But what I love about the job, really…

 Ask most people to describe a sales person, and likely as not, you'll find yourself deluged by words like "huckster," "snake oil peddler," "fast talker," "con artist" and, of course, "untrustworthy," "arrogant" and "dishonest."

Those of us who work in sales and know ourselves to be fine, upstanding people may wonder exactly what we ever did to earn such an enviable…

Are you a hunter or farmer For so many years, we have struggled as an industry when it comes to follow up. Then, companies like Clients for Life and came along and started sending our follow up letters for us. All we had to do was sign it and mail it. This gave us more time to focus on working with the customers who were on the lot and calling in.

Basically, it gave us the ability to focus more time on hunting for new business and the farming was something we were able to relax on,…

By Leonard Buchholz

Every year about this time we begin to contemplate. What was our final score for 2012? How did we end up? Did we just SURVIVE or did we THRIVE?

For most of you, that reality was written months ago and on the 10^th of January you’ll be reading the results you already suspect.

You may even be feeling some anticipation (much like a kid on Christmas morning).

For those of you who spent more time…

Service is an "elbow to elbow" people business. As I (we) have traveled and observed so many Dealership Service Operations, there is still one overriding factor that every Customer Service Organization must understand and adhere to. This is people business.…

Lost Sales and Declined Services Customers are in many Dealerships, the largest untapped source of additional revenue. And in most cases, the Sales has been lost because of a few words and not a few dollars.

Advisors…

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…