All Blog Posts Tagged 'training' (662)

3 Strategies to Improve Vehicle Sales Gross Immediately

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…


Added by Richard Keeney on March 16, 2017 at 1:31pm — No Comments

The Customer Experience That Wasn’t

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…


Added by Mike Gorun on March 15, 2017 at 9:31am — No Comments

Help them win

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…


Added by Marsh Buice on February 23, 2017 at 11:44am — 3 Comments

Sales Basics That Never Go Out Of Style

I was fortunate enough to work in a top-100 new car dealership from the very first day of green-pea training.  I was a salesperson, sales manager, team leader, desk man, and department head. Whatever you wanted to call me this month, I didn't care. But I did care, and care deeply, about two objectives—hitting forecast, and building a team that could do it every month.…

Added by Scott Bergeron on February 23, 2017 at 10:00am — 1 Comment

Uploading Under the Umbrella

By: Laura Madison, National Director of Sales at Alan Ram's Proactive Training Solutions

The most frequent question I get asked by salespeople who want to use social media to sell cars is, “where…


Added by Alan Ram on February 21, 2017 at 12:03pm — No Comments

Just Because You Have New Technology, Doesn’t Make You Compliant

by John Fuhrman – Director of Training, OptionSoft Technology


     Recently, I was visiting with a dealer and the recent rash of articles concerning compliance came up.  As I shared what I knew on the subject and the current climate concerning fines and penalties, the dealer sat back, smiled and said, “I’m good.  We use a menu.”

     Since I was there to train the F&I managers (there were seven), I thought I’d…


Added by John Fuhrman on January 24, 2017 at 4:55pm — No Comments

The Inbound Sales Call: Don’t Make It So Hard on Yourself!

    Last time, we spoke about the beginning of the Inbound Sales Call, or the Phone Up at your dealership. We concluded that this is how we should answer the calls:



Added by Chuck McGraw on January 18, 2017 at 12:06pm — No Comments

Video Isn’t Only for Marketing

When it comes to video, most dealerships tend to think of it for purely sales department use, and sometimes in service. From communicating with customers via personalized emails, to live video walkarounds, video is certainly an excellent way to engage customers and increase VDP views. It is also a great tool for the…


Added by Timmy D. James on January 9, 2017 at 10:30am — No Comments

A New Year’s Resolution to Service Consumers

As we make our New Year’s resolutions and reflect on 2016, which was a less than perfect year for our industry, filled with recalls and declining consumer confidence due to lack of parts availability to quickly fix these recalls, I thought it may be a good time to look ahead to 2017. In that spirit, I’d like to offer…


Added by Chris Miller on January 6, 2017 at 10:05am — No Comments

The Mar-Kee Group’s David Martin to Present Handling Objections Workshop at NADA

January 1, 2017 — The Mar-Kee Group announced that 10-time National Automotive Dealers Association speaker and President of the Mar-Kee Group, David Martin, will present a sales training workshop, “Marketing Opens the Door: Closing Seals the Deal” at the 2017 NADA Conference &…


Added by Richard Keeney on January 2, 2017 at 10:30am — No Comments

Stop Lying To Yourself About Dealership Turnover

There is a lot of talk going on about car dealership turnover. It seems that everyone has an opinion about it but not a whole lot of solutions. I am going to do some "REAL TALK" in this post because it is time that the sugar coating stops. I have spent a great deal of time between consulting…


Added by Stan Sher on December 20, 2016 at 1:23am — No Comments

Keeping Our Name In Front Of Our Customers

There are many different approaches to keeping our names in front of our clientele. Here are just some of my quick suggestions;

1) ONE school of thought is not to ask for referrals at the time of delivery. It’s their magic moment, not ours. Besides our customers won’t care enough to send us…


Added by Michael D. Hargrove on December 17, 2016 at 1:30pm — No Comments

New Automotive Sales Training Program Makes Life Easier for Managers

Imagine your salespeople starting each day with the most important sales training program available? With The Mar-Kee Group’s new, revolutionary…


Added by Richard Keeney on November 30, 2016 at 12:00pm — No Comments

The TWO THINGS Strategy

“There are two things you must do to get anything in life you want,” my father would tell me. After turning 15 1/2, it became time to test this strategy out.

The first part of the deal, I had already nailed; maintaining an A average throughout junior high school. This first condition, I must…


Added by Michael D. Hargrove on November 29, 2016 at 12:52pm — No Comments

Daily Essentials For Success

How do I keep productive at work? What should I do when there’s no floor traffic? Who should I spend time calling? I hear these questions all the time from my new clients.

Although most of us do need a little down time to stay sharp, it should never be more than a very small percentage of our…


Added by Michael D. Hargrove on November 25, 2016 at 2:13pm — No Comments

21st Century T.O.s

How far should a salesperson take the transaction before they get someone else involved? When is the right time to make a "turn over"? What is the best way to make a turn? Should turns even be made?

These are questions common to virtually every car training event I've been involved in. My colleagues…


Added by Michael D. Hargrove on November 14, 2016 at 3:10pm — 1 Comment

How to Create a Bold Automotive Service Department and Increase Sales

Great Tips for Service Departments, Service Advisors, and Service Managers

So you have been in business for a while and you’ve built a name. It’s a name that draws customers in to your service department like bees to honey. The problem is, your…


Added by Jeff Cowan on November 14, 2016 at 1:08pm — No Comments

Role Play Your Way to Success

Role-playing with your sales team will give them the confidence and inspiration to know what to say when handling objections from potential customers. Just like in sports or the fine arts, honing your craft involves practice. Through role-playing, your sales team will master…


Added by Richard Keeney on October 26, 2016 at 2:31pm — No Comments

Sales Manager Staff Development Activities

Performing these regularly occurring sales manager activities will insure we are investing enough in our dealership’s most valuable appreciating assets – our people.

● Have a notepad when desking deals 

– Take notes for debriefing our sales associates, don’t rely…


Added by Michael D. Hargrove on October 5, 2016 at 11:16am — No Comments

Basic Deal Desking Principles

I was asked to share with sales managers some of the common desking best practices I’ve encountered across the country. These are things that, when adopted, should help you help your sales people be more effective. I know that most of these things are already being done in your store but it’ll still be a…


Added by Michael D. Hargrove on September 29, 2016 at 3:00pm — No Comments

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Sell 50% of Your Used Car Inventory

Posted by Joe Cox on March 22, 2017 at 2:55pm 1 Comment

Pinnacle Sales Core Values:





Because I Said So

Posted by Rob Gehring on March 22, 2017 at 2:50pm 0 Comments

When I was a child growing up I used to challenge every order issued by Mom or Dad with a…


How to Generate New Marketing Ideas

Posted by Paul Potratz on March 21, 2017 at 5:21pm 1 Comment

Good ideas always start with a bad one. Come to a meeting with an overflow of ideas and you're bound to find a good one out of the batch!

Watch this week's…


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