Hello Everyone....I have an opening for 2 Sales Trainers.  Candidate must have automotive sales training experience, or extensive automoitive management experience. 

If interested please foward a confidential resume to me personally at dlewis@davidlewis.com.

Sometimes it is not the skills of your people that cause your store’s numbers to flatline.  Sometimes your BDC is fledgling, not because their phone scripts are poor or that the technology is weak, but for the fact that they just don’t see the full impact  their role plays in the organization.

When I train a dealership on-site, the first thing I do is impress upon their BDC and Internet Managers that their daily duties are greater than the tasks built out for them in the…

Have you ever noticed that the type of vehicle that a person buys reflects their character or lifestyle?

People buy certain vehicles for a reason!

People buy pickup trucks for work or play….and maybe a little of both!

People buy minivans mostly because they have children.

People buy sports cars mostly…

Hi All

Please see below a copy of an article I have just written for MIM magazine, the magazine of the Insitute of the Motor Industry in the UK.

 



Q) How can I do a cash conversion?



A) Following from last months cash conversion, here’s another popular technique for those customers whom have been saving a regular amount for some time.



Let’s assume an arbitrary purchase price of £10,000, and the customer has been regularly saving £300 month.…

I learned in differential calculus, that problem solving is easier if your start with the solution and work back to the problem.  At first, this is an awkward testament to a person’s ability.  We do not often spend time going backwards in life.  In this case though, I found if I focus on the desired resolution, the pathway to resolving the problem becomes clear.  

Once I have the pathway…

Most people tend to focus a lot of their local search engine marketing for their auto dealer website on Google Places.  While it's true that a lot, if not most, of your search traffic comes from Google, it's still important to make sure your dealership is properly optimized for the other major players as well.

Here are…

A sales person has to have a certain ego, and confidence about them and they like to win in every deal, but sometimes you have to appear to lose to win the sale.

You never lose in sales when you make the sale.

Our job in sales is to get the customer to bob their head up and down, telling you “we will take it.” This is the outcome we are looking for with every prospect/customer we face. Sometimes we get demanding customers who are so afraid of sales people, they…

“At first people refuse to believe that a strange new thing can be done.

Then they begin to hope it can be done.

Then they see it can be done.

Then it is done………. and all the world wonders why it was not done centuries…

Source: CarChat24

1. Enhance Customer Experience. Most car shoppers dread the experience of drudging to the local car dealership to shop for a vehicle. There is a preconceived notion that car buying is a difficult experience. The solution for shoppers to obtain basic information without having to interact face-to-face with a salesman is Internet shopping. That’s right. Car shopping has gone online and shoppers are using your website and…

AdAgencyOnline.Net, a nationally recognized automotive advertising resource / networking portal, will be reviewing a new cutting edge technology vendor -- VehSmart -- on the portal's blog talk radio station WAAOL, All Automotive Advertising News All The Time.  VehSmart is introducing a fully integrated asset management and…

(Part 4 – Sell them)

In the first part of this 4 part blog, we reviewed how to “assess” what would be your “perfect Pre-owned inventory mix”.

In the second part of this 4 part blog, we reviewed how to “find” your “perfect Pre-owned inventory mix”.

In the third part of this 4 part blog, we reviewed how to…

I use this term alot with my managers and salespeople...I have this on my wall in my office!

I use this as a way to remind the guys that each and every person on our team has to want to be the absolute best at thier craft!

As managers we have this desire to coach things like Negotiating, or closing, or…

Misdirection – Deflecting the real issues.

Zig Ziglar puts it best when he asked, “Are you a wandering generality or a meaningful specific?” The issue has always been sales or the lack there of, so regardless of the product the primary topic at just about every business meeting is how to get more. The tendency how ever to deal with the urgent vs. the important is a real one especially when your livelihood…

“Give a man a fish and he will eat for a day,” is the first part of an ancient Chinese proverb that explains why the majority of salespeople are not doing so well in our industry. If you think about it, our industry is pretty young, a little over a hundred years old and since its inception, not much had changed in the way that vehicles were bought and sold, until the Internet. Much has been written and said about how it has impacted the industry, but the quandary that we face today,…

If your sales career has hit a slump worse than the New York Yankee's Derek Jeter's "0 for 32" hit-less streak in 2004, let me suggest an affordable seminar available to help get your sales swagger back. In fact, this seminar is offered in nearly every city in America. Can you think of a seminar where you can enjoy a nice meal with a special person, have a glass of wine…

  The power of disappointment is a fine line that separates the Winners from the Losers...    

    The strong minded from the weak minded...

If  harnessed properly it can be a monumentally productive tool that taps into your inner core and unleashes and fuels and even greater drive or desire to rise…

Recently, a new client of mine was surprised that the first thing I did when I came into his dealership was to familiarize myself with the manufacturers Policy and Procedure manual - and by familiarize, I mean that I read it cover to cover.  This has been a process of mine since I first entered into the automotive field almost 20 years ago.  If there has ever been a publication that is released by a manufacturer, which outlines pretty much every expectation they have for each of the…

I'm prepping for a big strategy meeting with a dealer group. So I decide to verify my hunch that there is big opportunity in training the call handlers for better Appointment Set, CSI, Retention and all that good stuff. I decide to listen to a bunch of calls from some of the top performing dealerships in the country, to help identify the skill differences and training opportunities.

Then it hit me......How could I have missed this for so long?? 

The…