Consumers have been showrooming in retail stores for quite some time now and, while many retailers don’t like it, they’ve pretty much resigned themselves to the fact that it’s going to happen.  However, one surprising argument posted in an article by speaker, trainer and consultant, Bob Phibbs, went so far as to make the claim that showrooming is akin to stealing.

In his…

While Twitter never grew to truly rival Facebook, it has affected our communication and our culture in the same way. People use Twitter for marketing, to connect with like-minded individuals, network professionally, broadcast news, and discuss…

In today’s fast-paced world, new technology is constantly being developed that provides auto dealers with new and innovative ways to connect with customers. The days of index cards and Outlook as a CRM are long gone. Now we have robust technology that makes it a simple process to connect with customers on many levels, including e-mail, text, chat, video and social…

Type-A Personalities Versus Type-B Personalities

Most people who work in automobile sales have Type-A Personalities.  They are generally very competitive and career driven and often come across as aggressive and forceful.…

Brian Benstock pushes the use of equity-mining software at Paragon Honda because each time it succeeds in getting a leased vehicle back early, nearly every department in the store benefits, especially finance and insurance.

Equity-mining software, sometimes called data-mining software, enables dealerships to spot current customers who are in a good position to get out of the vehicle they have and into a new one for about the same monthly payment.

The software looks at a number…

Making a strong sales presentation is crucial to closing more sales. Here are 10 tips to help you improve yours:

1. Acknowledge your customer’s requests and expectations.

Make sure they know you heard them. If it’s not appropriate to answer a question at that moment, thank them for the question and assure them you’ll answer it in a few moments. Never react as if they are interrupting your “pitch”.

2. Offer what they ask for, not what you…

In a nutshell, the best auto leads are contacts for a high profit, high conversion vehicle shopper, with the highest profit margin. Part of defining the best car leads for dealerships, however, is also determining what they are not.

Quality Auto Leads Are Productive…

How do you see yourself when you consider your future? Do you have a dream for your life that you would like to achieve, but don’t know how to get there from where you are?  Are you stuck in the same rut producing the same results every month no matter how hard you try to…

Selling cars to women takes a confident equipped sales person with a high level of communication skills, personal engagement and EQ. Women visit 30% more dealerships and may take a longer time in the shopping funnel than men. Patience is another key aspect to making a sale. Understanding when to stop pitching ideas and pull back is extremely important. Going overboard can be perceived as annoying or assertive an end up being a deal-breaker.…

What is the most effective way for a dealer to communicate with their customers?  For years dealers have used e-mails and SMSs.  As long as you have an e-mail address and a cell phone, through your CRM system, you can theoretically contact thousands of customers instantly.  Though they lack personal touch and can even seem intrusive they are still relatively effective.  And now that mobile has become the most…