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All Blog Posts Tagged 'training' (626)

Wish Them Well, But Ask, “What The Hell?” - How to Capitalize On Exit Interviews

Well, you know it’s inevitable.  Eventually some in your dealership will leave, either voluntarily or involuntarily, but will exit nonetheless. Instead of just allowing people to ride off into the sunset, why not invest 5 to 10 minutes with them on the…

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Added by The Mar-Kee Group on June 24, 2016 at 1:00pm — No Comments

Build Your Brand With Social Selling Part II

Part II: Increase Employee Engagement

When dealerships are focused on social selling, they’ll be able to increase employee engagement, as well as boost their bottom lines.  Most businesses already know increasing employee engagement is important, because engaged employees are more dedicated, motivated, and committed to helping them succeed in their overall endeavors.  You’ve heard quite a bit about how social selling can boost your profits, but it also plays an…

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Added by Joseph Little on June 23, 2016 at 10:10am — No Comments

Using the Socratic Selling Method

Can you guess what the most common complaint about sales people is, from both customers and sales managers alike?

It's this; sales people simply talk too much. And since many of us do indeed talk too much, what do you think the second most frequent complaint we hear about sales people would be? It's…

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Added by Michael Hargrove on June 20, 2016 at 12:30pm — 1 Comment

20th Anniversary Reflections

IT’S BEEN 20 YEARS SINCE THE LAUNCH OF OUR COMPANY, THE MAR-KEE GROUP.  MY GOODNESS,…

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Added by The Mar-Kee Group on June 9, 2016 at 5:00pm — No Comments

The Benefits of an Empowered Dealership

Dealerships today have to edge out more and more competitors in order to win customers. Because of this, they are constantly looking for new and better ways to distinguish themselves and gain an advantage in the marketplace. One way dealerships can increase their curb appeal is by empowering employees and developing strong, engaged workforces. This involves encouraging employees to take control and make decisions, ensuring they feel more confident and involved in dealership…

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Added by Joseph Little on June 7, 2016 at 10:49am — No Comments

How To Control Most Any Argument

Would you like to know how to control most any argument?

First and foremost, we have to understand that two of the most basic of all human needs are to be valued and understood. Virtually every one of us have these needs in common. Then we must understand what an argument actually…

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Added by Michael Hargrove on May 30, 2016 at 2:00pm — No Comments

Building Credibility Through Defining Terms

What would it mean to you if you were to pick up a skill that enabled you to quickly build rapport and credibility with your customers and help you earn more of their trust? Would it be worth a little bit of effort and time to master it? And how excited would you be if you could start using this skill with your…

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Added by Michael Hargrove on May 25, 2016 at 12:52pm — No Comments

The 'No Money Down' Syndrome

Each month, I get one or two requests similar to the one I received from a salesperson named Phil who works at a dealership in the northwest. I thought it would be a good idea to share with you his particular e-mail and my response.

Phil wrote:

In my sales meeting today we were told that…

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Added by Michael Hargrove on May 19, 2016 at 12:33pm — No Comments

Our Dealership's Competitive Advantages



What do you say when your customer announces, "Wait a minute, I can get this exact same car for $600 less at XYZ Motors. Why should I pay you guys more?!"

I can tell you what the average automobile sales person says. They say something to the effect of, "Well, if I could get you…

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Added by Michael Hargrove on May 16, 2016 at 11:40am — 1 Comment

How Mazda’s New Recipe for Customer Loyalty Can Translate to Dealers

In a recent interview with Automotive News, Masahiro Moro, head of Mazda North American Operations, detailed Mazda’s plan to increase customer loyalty for both the OEM and its dealers. While his plan…

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Added by Mike Gorun on May 10, 2016 at 8:34am — No Comments

Do You Know The Three Different Types Of Objections?

In order to effectively overcome objections, we must first understand the three different types of objections and how to effectively handle each one.

The most common type of objection (by a ton) are simply knee jerk reactions or things customers…

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Added by Michael Hargrove on May 9, 2016 at 3:00pm — 3 Comments

The Two Things Every Customer Wants From Us



What is it that each and every customer wants, actually needs, from us? And no...it's not $500 below invoice!

Since the dominant buying motives differ from customer to customer, what could the common need be? It's this:

Two of the most basic of all human needs are to be valued and…

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Added by Michael Hargrove on May 3, 2016 at 10:22am — No Comments

The $4,000 Tap

The $4,000 Tap

By John Fuhrman – Director of Training, OptionSoft Technologies

 

     There’s an old story that goes something like this.

 

     A dealer was getting increasingly frustrated with all the technology in his dealership.  He purchased all the best money could buy.  But, when it came to training and support, it never seemed to be in the budget.  So, people came and went, and the…

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Added by John Fuhrman on May 2, 2016 at 2:35pm — No Comments

Why Service Contract Sales in the Service Dept. Fail - Until Now

As many of you know, I've been involved in this industry since cars took leaded gas.  There have been many changes.  Some good, some not so much.  One thing that has seemed to be a constant is selling extended service contracts in your service drive has been an abject failure.  

Dealers get excited about it.  Service Writers train for it.  Sometimes it even takes off selling.  But, usually within weeks, sales slow to a trickle and then become a forgotten practice followed by the ever…

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Added by John Fuhrman on May 2, 2016 at 7:23am — No Comments

The “90 Day Wonder”

I want to take a couple of minutes to discuss with you the phenomenon affectionately known as "The 90 Day Wonder". For those of us unfamiliar with this phenomenon, let me 'splain it to you.

The 90 day wonder is the sales associate, brand new to the business, who starts out like gang-busters.…

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Added by Michael Hargrove on April 29, 2016 at 2:03pm — 4 Comments

Helping Our Customer Flip The Switch

Have you ever had a salesperson tell you they’re having trouble asking for the sale between the demo and the write up? If you’re a salesperson, is this problem one you’re familiar with?

First let me reassure you that this is a common challenge for car salespeople today and a fairly simple one to remedy.…

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Added by Michael Hargrove on April 29, 2016 at 1:00pm — No Comments

5 Tips to Increase Express Auto Service Sales

DEALERSHIP SERVICE DEPARTMENTS: MAKE A GOOD FIRST IMPRESSION

As the recession loosens its tight grip on our economy and businesses, vehicle sales have begun to steadily climb nationwide.  As a result, a very important decision is looming for auto dealers.  Many of the customers that are…

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Added by Jeff Cowan on April 25, 2016 at 1:40pm — No Comments

Don’t Let Poor CSI Make You Afraid of Recall Customers

Automotive recalls present an opportunity to maintain and improve dealer and brand integrity while winning back lost customers and attracting new customers that typically do not service at a factory-certified dealer. Historically, however, recalled vehicle owners have been viewed as a nuisance by dealership personnel.…

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Added by Chris Miller on March 4, 2016 at 8:40am — 1 Comment

Automotive Dealership Internet Phone Sales Training-Outbound Sales Calls-J.R. Batchelor

J.R. Batchelor 
(913) 439-9947

Automotive Dealership Internet Phone Sales Training-Outbound Sales Calls-J.R. Batchelor

Training automotive dealership on the effective use of incoming and outgoing sales calls and the importance of follow up with incoming automotive dealership Internet leads.

Added by J.R. Batchelor on February 24, 2016 at 12:41pm — No Comments

How to Sell More Used Cars at Your Auto Dealership

An experienced car salesperson knows the value that a good used car can bring to their paycheck. 

With car owners spending more time on the road and keeping their cars longer, used vehicles that are traded in today normally have more miles on the odometer than they used…

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Added by David Lewis on February 12, 2016 at 8:40am — 3 Comments

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Is Your Campaign Compatible?

Posted by Paul Potratz on June 24, 2016 at 1:41pm 0 Comments

Are you testing your emails before you send them?

More than 80% of the population use smartphone and other mobile devices. Over 60% of people open their…

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Are You a Game Changer?

Posted by Dave Anderson on June 24, 2016 at 11:23am 0 Comments

There are normally three types of team members on an organization’s payroll: caretakers, playmakers, and game changers. The behaviors associated with each category go beyond skills or talent; they are primarily mindset issues that determine how…

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Dangerous Recalls May be Leaving your Service Lane Unrepaired

Posted by Chris Miller on June 24, 2016 at 10:35am 0 Comments

In my last few blogs, I’ve discussed how to handle recall customers…

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The Writing Is On the (Facebook) Wall but May Not Be for Long

Posted by Gina Reuscher on June 24, 2016 at 10:17am 0 Comments

Words, both written and spoken, have been the primary form of…

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How Can Auto Auctions Improve Dealer Confidence Online?

Posted by Kelly Bianchi on June 24, 2016 at 8:42am 1 Comment

The Online Perception

Perhaps Buzz is a bit naive... or... maybe Woody has had a bad experience in the past. (For those of you who don't have have kids, I am referencing the image above.) The…

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