All Blog Posts Tagged 'training' (687)

Subprime Credit - Asking The Right Questions - By Denny Long

Statistics show that somewhere between 30% and 60% of those walking onto your lot have subprime credit.. A few simple questions can help determine if you are talking to a customer who has subprime credit and needs sub-prime lending.

This will make a tremendous difference in your closing ratio. Working with the right Finance…

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Added by Ben Misra on November 9, 2017 at 7:59am — No Comments

How to Manage “Management Jerks”

A “jerk” is defined as a contemptibly obnoxious person. Sadly, there are too many jerks in management who seem to believe their position gives them permission to abuse, micromanage, continually criticize, demean, complain about, disrespect or intimidate others. The costs for such behavior are staggeringly far reaching. In this article, I’ll outline common behaviors of management jerks and suggested remedies, for curtailing their behavior. While anyone may temporarily veer off track and…

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Added by Dave Anderson on November 1, 2017 at 11:30am — No Comments

What is Training Worth?

In my career, I have trained over 200 warranty administrators and zero horses. The reason for that is that I know warranty like I know my own name and I know nothing about training horses. In fact, when they put me in the old folk’s home, I will probably just sit there and repeat labor operations and everyone will think I am totally nuts. I do know that when I compare training a warranty admin, it closely resembles the training my…

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Added by AWN INC on September 26, 2017 at 12:10pm — No Comments

The Writing Is On The Wall!

I have a friend who is in his early 50’s and has been enjoying the hell out of life. Whereas every day, I myself want to eat doughnuts and chicken wings, I never eat donuts and chicken wings. What I want to eat and what I end up eating are two completely different things. My friend has never felt this conflict in his life. He wants it, he eats it and then he washes it down with a six pack. To go with his bad eating habits, he also has an almost virgin gym membership that he's been paying on…

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Added by Alan Ram on July 13, 2017 at 4:24pm — 1 Comment

10 Rules of Effective Electronic Communication by David Martin

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 words alone only count for 7% of the message being received. The emotion behind the intent is not conveyed through electronic communication. This is why more attention is needed to…

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Added by Richard Keeney on July 6, 2017 at 10:42am — No Comments

3 Scholarships Available For The Upcoming Internet Sales 20 Group 3- Day Training Conference In Philly July 10th - 12th

http://www.InternetSales20Group.com Call 856-546-2440 and speak to Joe Argento or Billy Vamvakidis for details.

3 Scholarships Available For The Upcoming Internet Sales 20 Group 3- Day Training Conference In Philly July 10th -…

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Added by Sean V. Bradley on June 26, 2017 at 10:30pm — 1 Comment

Camaraderie is critical but leadership is indispensable.

Find the sweet spot between the two to make your dealership as profitable as…

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Added by Scott Bergeron on June 15, 2017 at 9:00am — No Comments

Arguing with Success

In an episode of my podcast, The Game Changer Life, I talked about workplace “undertakers.” These team members fit into two primary categories:

  • They do sub-baseline work. Someone else has to do their share, clean up their messes, or follow them around doing damage control.

 

  • Toxic achievers. These team members may be a top performer, or even the top performer, but they cut corners, violate core values, demonstrate substandard integrity,…
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Added by Dave Anderson on June 8, 2017 at 6:15pm — 5 Comments

14 Tips on How Sales Managers Can Lead by Example by Richard Keeney

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…

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Added by Richard Keeney on May 11, 2017 at 5:30pm — No Comments

"I Want to Think About It" - Most Common and Vague Objection by Richard Keeney

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.

1.…

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Added by Richard Keeney on April 28, 2017 at 4:53pm — No Comments

The Pain of Selling Without a Clue by Richard Keeney

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…

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Added by Richard Keeney on April 28, 2017 at 4:37pm — No Comments

A 25K-Technician Shortage Spells Problems by David Martin & Brett Coker

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…

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Added by Richard Keeney on April 21, 2017 at 2:30pm — No Comments

The "Sold" Customer Follow-Up Blueprint by Richard Keeney

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…

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Added by Richard Keeney on April 21, 2017 at 12:30pm — No Comments

Trade Walk: A Great Sales Process Decision by Richard

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…

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Added by Richard Keeney on April 21, 2017 at 11:49am — 2 Comments

How to “Win the Locker Room”

“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…

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Added by Dave Anderson on April 17, 2017 at 12:19pm — 1 Comment

Dang It...Pick Up the Phone! by Richard Keeney

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…

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Added by Richard Keeney on April 14, 2017 at 3:10pm — No Comments

Increase Closing Ratios: Role-Play the Proposal at the Desk by Richard Keeney

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…

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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

https://attendee.gotowebinar.com/register/4229265261108380418  

Karen Bradley Presents the '7 Habits of Highly Effective People FREE Webinar - April 18 - 1PM EST …

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Added by Sean V. Bradley on April 12, 2017 at 11:40am — No Comments

The "Art" of Voicemail by Richard Keeney

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…

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Added by Richard Keeney on April 7, 2017 at 3:30pm — No Comments

Get Mentally "Fixed" Before Serving the Proposal by Richard Keeney

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…

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Added by Richard Keeney on April 7, 2017 at 3:21pm — No Comments

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SWAPALEASE.COM SURVEY ON INCENTIVES SHOWS MORE DEALERS INCREASING INCENTIVES ON LEASES IN 2017

Posted by John Sternal on November 17, 2017 at 2:27pm 0 Comments

Swapalease.com, the nation’s largest online car lease marketplace, today unveiled results of its latest survey on incentives, with dealers saying they’re…

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El Segundo car accident lawyer

Posted by Samuel on November 17, 2017 at 5:00am 0 Comments

El Segundo Personal Injury

You should never need to experience after your El Segundo auto crash due to the neglect of an additional. An accident lawyer experienced in assisting victims of vehicle collisions in El Segundo gets you the compensation you are…

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Serent Capital Invests in CallRevu, Automotive’s Top Performing Call Management Solution

Posted by DealerELITE on November 16, 2017 at 6:23pm 0 Comments

Serent Capital Invests in CallRevu, Automotive’s Top Performing Call Management Solution



Baltimore, MD – November 16, 2017 – CallRevu, a leading provider of automotive dealer call management software that delivers dealership customers… Continue

#40 Episode: How to Build an Unstoppable Culture

Posted by Dave Anderson on November 16, 2017 at 2:02pm 0 Comments

Bonus Thurs Episode: Dave & special guest David A Gillum Jr., GM of America’s #1 volume Mazda dealership, Galpin Mazda discuss what it takes…

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