When it comes to sales management training for vehicle sales, I’m reminded of a quote I recently read by John Wooden, “The best leadership tool you have is to lead by example.” Every day I see people bending the rules to fit their desires. For example, in my neighborhood I see people…Continue
Added by Richard Keeney on May 11, 2017 at 5:30pm — No Comments
It's understandable that customers often need our help to find closure on a specific vehicle. The most common and vague objection is agreeably "I want to think about it."
These are the five reasons why we believe the customer says that.
Added by Richard Keeney on April 28, 2017 at 4:53pm — No Comments
Knowing all the facts about a buyer makes a desk manager's job much more effective. A more successful outcome can be engineered from discovering the customer's motivations, desires, and if there is much competition for a particular deal. Having your sales team implement the Customer Assistance Sheet in…Continue
Added by Richard Keeney on April 28, 2017 at 4:37pm — No Comments
Last year it was reported that the automotive industry would experience a shortage of 25,000 technicians in the coming months. This was based on a recent survey that showed the demand for auto mechanics is expected to increase by 9% within five years.
This shortage affects vehicle service…
Added by Richard Keeney on April 21, 2017 at 2:30pm — No Comments
Make sure your salespeople stay on your customer’s radar through a scheduled follow-up plan. Don’t leave your monthly earnings up to chance by hoping for the best. Evaluate your current follow up process. Here is a sample schedule of what we’ve seen work…Continue
Added by Richard Keeney on April 21, 2017 at 12:30pm — No Comments
Get potential customers to be less combative and more receptive to their trade-in value with a planned trade walk prior to serving them the proposal.
It’s said that around 65% of potential automobile customers have a trade-in to discuss, and most all of them have a higher price in mind that…
“Losing the locker room” is not a condition limited to athletic teams. Any leader engaging in destructive, selfish, or other counter-productive behaviors risks losing the hearts, minds and esteem of his or her team. Following are five ways to be a leader who wins your “locker room,” and consistently draws the best effort and results out of your team.
Three Signs You Have yet to “Win the Locker Room,” or Have Outright Lost…Continue
While communicating through email is extremely commonplace, we want to highlight why the traditional phone call is still of immense value. The personal touch of a voice call shows customers that you care and connects them on a more personal level. Taking the time to make calls to your customers…Continue
Added by Richard Keeney on April 14, 2017 at 3:10pm — No Comments
With electronic communication as one of the major ways we communicate, it’s imperative for your team to pay close attention to what they are saying to customers and how it may be conveyed. Communication involves 3 things: words, voice inflection and body language. As such, the verbal communication of…Continue
Added by Richard Keeney on April 14, 2017 at 2:38pm — No Comments
Prior to delivering the proposal, get your salespeople, especially your newer ones, to role play the figures with you as if you’re a customer. Everyone can benefit from having a rehearsal. With this strategy you can develop trust in your sales team through this verification process. You’ll be impressed…Continue
Added by Richard Keeney on April 14, 2017 at 2:30pm — No Comments
Karen Bradley Presents the '7 Habits of Highly Effective People FREE Webinar - April 18 - 1PM EST …Continue
Added by Sean V. Bradley on April 12, 2017 at 11:40am — No Comments
With email and texting being the dominant forms of communication these days, we must remember that a good old fashioned phone conversation can be much more effective, helpful and personal.
Some on your staff may suffer from being a bit phone-shy, but in an industry…Continue
Added by Richard Keeney on April 7, 2017 at 3:30pm — No Comments
Sometimes it may feel like an uphill battle to even the strongest of salespeople when customers bestow their unrealistic expectations, desires, and constant objections during the vehicle sales process. Once it's time to make the math work and a proposal is issued from the desk manager, often a…Continue
Added by Richard Keeney on April 7, 2017 at 3:21pm — No Comments
Will provide training for the right person, relocation draw when you arrive, just as I did 6 weeks ago. Under new ownership, about to launch new website, desperately in need of a full time tech to open the bottleneck in our service department. Our 40 years old parts and service clientele in Kingman AZ, a major hub between LA, Phoenix, Vegas with 40 percent of our population full timers and snowbirds. The climate is great here and the new owner is a stand-up guy - we need a good man…Continue
Added by Israeli rothman on April 6, 2017 at 5:40am — No Comments
A 78 year old famous baseball couch filled the auditorium in 1996 at Chris Sperry’s first of many American Baseball Coaches Association conventions. What John Scolinos spoke about was more than baseball. For his whole speech Coach Scolinos wore a strung up home plate around his neck and after…Continue
Added by Richard Keeney on March 30, 2017 at 12:30pm — No Comments
Newcomers to the sales team may often be steered off course by negative salespeople who perhaps are…Continue
Added by Richard Keeney on March 30, 2017 at 12:00pm — No Comments
Understanding the advantages of consumer leasing for your dealerships, sales team, and your customers if crucial for a successful and profitable increase in gross sales. While leasing is not for every customer, knowing when to confidently and professionally present consumer leasing as an option to…Continue
Added by Richard Keeney on March 30, 2017 at 12:00pm — No Comments
As negotiations are an expected part of the vehicle buying process, there are three strategies we advocate doing often and consistently to increase your sales gross and reduce many of deal-cutting concessions.
Depending on how you respond to a customer will determine if you get the…Continue
Added by Richard Keeney on March 16, 2017 at 1:30pm — No Comments
Customer experience has become an industry “buzz term” of late when talking about customer acquisition and building loyalty. Most of the time, the focus is on the small things that turn a customer off -- attitudes, inefficient processes, or other such actions. But what happens when, well, everything goes…Continue
Added by Mike Gorun on March 15, 2017 at 9:31am — No Comments
My 13 year old son has not had the best relationship this year with math. In short, math has kicked his butt so much so that he's almost given up. Last night I saw him sitting on the couch just staring at his math worksheet. Watching him out of the corner of my eye, he kept staring at it, but never…Continue