Winter can be a challenging time for salespeople in the automotive industry. It’s easy to get swept up in the holiday season and lose focus on selling. Instead of losing productivity to lighter floor traffic and more distractions, it’s time to play Season Defense. The best sales teams use this time to circle their wagons, refocus on the basics, and keep improving.



Sharpen the saw

Take extra down time to educate yourself on new products, competition, and…

Due to the Huge Success of Tuesday's Webinar, we are pleased to announce an ENCORE Webinar Presentation of "5 Steps to Ensure You Are a TOP Manager" Hosted LIVE by Jeff Cowan! Register Today for this Free Training Opportunity on Thursday, December 12th at 8:00 am Pacific Standard Time | 11:00 am Eastern Time. Seats are Limited. Register Here: https://www4.gotomeeting.com/register/350828351

Car commercials are unlikely to leave people indifferent. Although when they provoke a reaction, it’s not always the kind of reaction the brands had hoped for. Many car manufacturers mess up and some of them never learn from their mistakes. Honda, on the other hand, very rarely (if ever) make the top lists of worst car adverts. There’s just something endearing in how they’re building their brand awareness. Let’s have a closer look into how Honda achieves success.

Riding One Can be…

Swapalease.com, the nation’s largest car lease marketplace, reports credit approvals were relatively unchanged in October compared with the previous month. The year-to-date approvals for customer credit finished October at 72.8%, compared with September levels of 72.7%.



The current rate shows a marked improvement over last year’s percentage, when 64.4% of approvals were processed through the end of…

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I am in the market for a cup of coffee. If you are receiving this message, it is because your coffee shop has been selected for the bidding process. If you wish to be considered as the vendor for my next purchase, read the instructions below carefully. Only fully complete bids will be considered. Please note that I am soliciting bids from many coffee shops in and around VA, DC, and MD.…

The holidays are quickly approaching. Do you have plans in place to make your dealership a stop on customer's shopping lists? Learn how to take your Black Friday and Cyber Monday strategies further. That's this week on Think Tank Tuesday.

What a gift you are…

You’ve invested hundreds of hours on staying up-to-date with your product; you’re an expert at demonstrating the advantages your product has over your competitors’. You’re not like most salespeople who have to have a 48-hour notice on the product they will have to present to their peers-you’re always ready. You know what…

Half the money I spend on advertising is wasted; the trouble is I don't know which half.   –  John Wanamaker 

You all know how expensive advertising can be. Dealerships spend thousands of dollars every month on newspaper, radio, TV, billboards, SEM & SEO, web based ads, signage, etc. All of this is designed…

Helpful…or Professional…which of these sound better?

If you are like a lot of Dealers and General Managers hiring “helpful” people always seems to be the right call. The belief is that you can develop someone into becoming a Professional. While I don’t disagree with this practice, what I find all across the country is the opposite of helpful or Professional.

Because we train all across the country, we have exposure to every make and model of vehicle in every kind of Dealership,…

Gas Prices Impacting Certain Segments

Cars & Trucks

One of the most often mentioned topics to the Black Book editors during the week was related to the coming increasing supplies of used vehicles and ultimately an adjustment in value retention. Currently the level of adjustment in the market values is a result of the beginning of a few more choices in the market,…

There’s a fundamental psychology behind visualizations that make them work. Reading is fine. Audio and video are often the best. When data must be seen and engulfed in order to make an impact, this is where infographics have their niche in our attentions.

In this very simple infographic from…

For every one on this board that didn't get to make it to Internet Sales 20 Group in LA.....Shame on you! Once again, Sean V. and his band of industry phenoms blew it out of the water! Every once in a while I will catch my wife off guard and I'll say, "I can't wait until…

FOR IMMEDIATE RELEASE 

(November 19, 2013) - Broomfield, CO. Today DealersLink®, the creator of the country’s first dealer-to-dealer wholesale marketplace, officially launched its California marketplace.

With over 40,000 combined units in California and the Western U.S., the DealersLink® Marketplace now boasts over a hundred dealer trading partners in California, offering them unlimited trading with no auction…

Anyone who gambles – whether they are a casual gambler or a professional gambler – realizes that casinos aren’t in business to lose money. In fact, casinos must generate a ton of revenue just to keep the Las Vegas strip lit up 24 hours a day. It really doesn’t matter which game you choose to play. Every game is designed to be in the house’s favor; although some offer a…

Get Relatedness

Finding connected-ness through sameness.

This step overlaps Steps 1 through infinity. One thing that frustrates me more

than just about anything when coaching a salesperson is this: We’ll be into the

deal and something is going wrong. The customer all of the sudden wants to bolt

just before or a few minutes after we serve figures. I ask where the client is and

get, “Oh she left already.” The first thing I’ll do is to ask about how the…

"5 Steps to Ensure You are a Top Manager"

During Jeff’s constant travel and recent research, he has noticed that the top managers across the country always have 5 things in common. In this free 30 minute webinar, Jeff will not only reveal these 5 things, but will show you how to use them so that you too can join this exclusive “Top Manager’s Club”.

Tomorow! Nov. 19, 8:00 AM - 8:30 AM PST

Register:…

There's a rule when it comes to handling complaints and bad reviews on social media. The same rule applies for compliments and good reviews, but those are easy. Handling the complaints can be challenging and you may not want to do it, but as a rule you must reply to everyone who is talking to you publicly whether it's good or bad.

This is an…

Listen to this great interview with Chris Saraceno on the Sean Moffett radio show!

Thank you Chris from all of us at The Mofett Company for being part of such a fantastic show! It was fantastic!!

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