"Compared with"

The simple word track, “Compared with” will help any Team Member overcome the Clients “too high” price objection.

In most scenarios, when your Team Member presents the initial pricing figures to your…

If you’ve ever had the joy of potty training a toddler, you can appreciate how your emotions are strained to the extreme boundaries of patience.  I firmly believe potty training is God’s shout-out to your parents for all of the hell you put them through. Why does one child grasp the concept of potty training while another looks at you as if English is a…

Once again, another dealership ruins it for the rest of us.  Recently, a customer in Anchorage Alaska was the winner of a 2009 Nissan GT-R on eBay Motors with a bid of $55,100.  Now, the dealer (Honda of San Marcos) is refusing to sell the vehicle to them.  The bugaboo:  It was a No-Reserve Auction.

This is another shining example of how a dealership participates in a platform without knowledge, training, or guidance, and gives our industry a black-eye.  The dealership is…

Fran Milbower http://www.bdcexperts.com our Director of Fixed Operations has developed a great tool that will help you and your team become more productive, more organized and reduce the service status update calls as well. We all know that customers who have a vehicle in your shop right now call your dealership for updates several times during the day. This fact makes our service BDC team and your service advisors very…

Ok, it may not be as big as NADA, but the Australian Automobile Dealers Association Convention is equally enlightening, entertaining and educational. Book now at www.aadaconvention.com.au or follow our blog:…

I've been seeing the Google +1 button appearing on more and more websites since it was released a few months ago.  Recently, I've even seen it as an option for paid search ads.

If I perform a search while signed into my Google account, the +1 button appears as a part of the actual PPC ad.

This seems to be the exact same thing as giving users…

During a department head meeting in which processes where being discussed, it became evident there was an information gap for our clients.  Our recruiting team was reporting a break down in information regarding who we are, what we do and what we have to offer.  The team shared how they answer certain questions over and over again.  They reported the funny misconceptions that they often hear.  I sat…

As a sales rep, our day started with a quick twenty minute meeting at 9 am sharp. If you were late you missed the meeting and had a talk with the manager later.    

The F&I manager started off by thanking everyone for a good job and doing all the paper work correctly. If he needed any thing he would say it and we would do it. This took about two minutes.

The used car manager was next. He told us we are doing great . He told us what was new and what was…

Fran Milbower Director of Fixed Operations for Proactive Dealer Solutions has some great thoughts on "texting" for the dealer body. If your store needs a list of email addresses for the different cell phone companies we can help.

As director of Fixed Operations, Fran has helped hundreds of dealers grow their service department. If your store has a service BDC already and wants to take it to the next level or you have your service advisor team taking the calls, we can help.

Your…

"TELL ME MORE"

The simple word track, “Tell me more” is one of the most powerful yet simple word tracks you can give to your team! This simple word track both builds rapport with the client AND defines exactly what the customer’s statement or…

A combined 73% of Dealer Elite members who voted said recruiting talent and processes are the number one challenges to improving gross profits.  When a dealership is struggling with recruiting talent, one option is to enlist the help of an outside recruiting and training firm.  Outsourcing your sales staff recruiting and training needs is not only convenient but can be a cost effective means of meeting and exceeding your objectives.  Recruiting and training firms are not created…

It's sales for beginners.  You must listen to your customer.  Internal or external.

It's so 101 that you could easily blow through this post and tune into the next thing.  Stayed tuned until point three and you'll have something new to try today.

As a salesperson I stood around or sat with other salespeople and shot the breeze while we waited for the next customer.  At any point any one of us might break away and wait on a customer.  If the GM strolled nearby…

Here is a post from a course I teach to prospective salespeople. Properly grounding newbies is important to starting them on the path to success. You may find parts of this useful when you begin to train new salespeople.

Why Become a Salesperson – Part Two

Here are some sales duties and responsibilities common to most organizations. Starting your new salespeople out with an understanding of these will help.

A. Deportment and Timeliness: You must be on time, all…

     If you had to pick a group of favorite failings, you’d be hard pressed to keep the list small.  Failing is generally what precedes massive success.  In fact, its’ difficult to name a significant invention, person, or other creation, without discussing the failing that occurred right up to the moment of success.

     However, in an attempt to share with all of you, the importance of risk, and the necessity of failing, I present my favorites.  These are my top five from…

(alternatively titled: "I never want to see a screwdriver again."

I've been surfing the internet again. 

This usually ends in one of two ways.



A) I find something that I don't need, but buy it anyway

B) I find something that I really want, but can't figure out how to buy it.

My new favorite thing, except for catch up on Season 3 of Dexter, is to browse the internet for car dealer websites. There are hundreds of…

While working with one of my clients covering a strategy on changing the price of a vehicle he had priced at $15,298, my first reaction was to tell him to reduce it down to $14,995 so he wouldn’t miss any searches done up to $15,000 because of his $298. Then it dawned on me, don’t even change it to $14,995 that might not work either. After the conversation, I come across a strategy that has changed the way I tell my dealers how to price a lot of their cars. It made me research all pricing…