Are you sick of hearing about social media? Is it because you secretly just aren't sure how to use it or don't want to invest the time in it? Well, you are not alone. There are plenty of other car salespeople who have been wondering if they need to jump on the bandwagon or just stick to their traditional method of acquiring new car customers. …

Today’s cars continue to become smarter as they “learn” and adapt to the behaviors of drivers. Cars “listen and learn” about the driver to provide the optimal driving experience.

How can your sales advisors learn to engage, optimize and convert women shoppers into buyers and provide the optimal sales experience? What changes can your…

(Quick Note: This is an excerpt from the 2015 Automotive Dealer Mystery Shop Study we released this year; and the best practices shared below relate to the email and voicemail messages that car dealers should be using when responding to an internet sales lead.)

VOICEMAIL & EMAIL RESPONSES – BEST PRACTICES

It’s important to remember the goal of this process: That is, to drive a reconnection;…

Talk More, Sell More, Win More.

Are you a salesperson looking to make more money? I have the answers. On this week's Think Tank Tuesday, learn how to make a gigantic difference in your sales every month. It's time for your end-of-month numbers to get better.…

Today’s car buying marketplace demands nothing less than a connected, personalized customer experience. Consumers want dealerships to know who they are and what their interests are, and to anticipate the types of cars and services they need. They want to reach their salesperson whenever it’s convenient for them, whether by…

I get asked a lot what makes a successful internet department and I realize I am only being asked my opinion since there are more ways then one to do it.

I do have a preference but for those looking to set one up here are some choices you have.

The Business Development Center - (B.D.C.)

You can have different types of…

Are you incorporating the auto service department into your sales presentation? 

If not, you should start so immediately! There is a reason why most successful car salespeople make the service department the last stop on their way to the closing table.  Car buyers today keep their cars…

Dealers struggle all of the time trying to find value in social media marketing - Facebook in particular, and hesitate when deciding whether Facebook (or social media marketing in general) is worth their time, effort or money.

Perhaps it’s because they don’t see direct results? They may be looking for a straight line…

We've been studying the car buying habits of Millennial Women and are surprised with the differences they exhibit. This really changes the game.

• Their expectations are different.
• Their desires are different.
• Their values are different.

So if you try to sell them the usual way, it won't work as well. But when you change your selling style to align with these differences, EVERYTHING becomes easier.…

There are basic human motivators that encourage us to perform all tasks, every single day. Humans either want to feel smart, successful, and socially valued, or want to be the best at what they do and change the world. The most successful products are developed with these common motivators in mind. A company’s management team should constantly research to understand what could improve their engagement (their relationship with community and staff.) Unless a company…

Alan Wenkus, the screenwriter for the movie Straight Outta Compton (the story of N.W.A., the group that pioneered gangsta rap) was recently interviewed…

Do you think a professional coach would be a great manager in the car industry? A truly great manager is not only able to manage their team effectively, but also coach individuals while leading by example. This may not…

5 Steps to Get Your Customers to Fill Out Your Surveys

Do you get a dismal response whenever you send out customer surveys? Samantha recently helped a client solve this issue and she  can help you too. This week on Hard Facts, learn the five steps to make your surveys irresistible.

Today’s consumers are more modern, digitally-connected and always on-the-go. To target today’s auto shoppers, dealers must also follow suit – which means being on-line and becoming just as digitally connected. And dealers are listening. In fact, according to research by eMarketer, digital spend is on the rise and will only continue to climb over the next 5 years.

 …

Check out Mark Tewart's latest interview with CBT News on handling top dogs who say they don't need sales training.

http://cbtnews.com/mark-tewart-on-handling-top-dogs-who-say-they-dont-need-sales-training/

Sometimes knowing what not to do as an auto Salesperson is as valuable as knowing what you should do.   Here are the top 4 things you should NEVER do when selling cars:

1. Never ask the Customer a question that would cause them to tell you a lie

The old adage that “all buyers are liars” is…

Blogging for business is by no means a new phenomenon. It's been talked about for years now, and I'm sure most of you reading this have tried blogging, whether in your free time or for a business.

But while the craze around blogging has died down as it becomes more acceptable, there are still plenty of people out there skeptical about blogging…

Surveys indicate the top reason women do not purchase at a dealership on their first visit is they are still looking. However, only 4 in 10 of those “shoppers” who leave a dealership without buying a car will ever return to the dealership. Given that women shop at 30% more dealerships than men, it is important to create an environment that welcomes a return visit. Here’s how:…

When was the last time you wowed someone with your creative? Many dealers fall into a cycle of bland commercials, templated websites, and average marketing. This week on Think Tank Tuesday, I show you how stand out and push the creativity of your entire marketing.…

Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck valuation trends and insights straight from the auction lanes. Click here to download the full report.

According to Black Book, remarketing activity has continued its steady pace as we head into the final weeks of summer, with dealer sentiment around the country remarking on a steady flow of sales especially for trucks.…