Last time, we discussed not selling cars like they are “power tools” in your advertising. You know, “the best this, the best that”— it is so cliché and it doesn’t resonate with women. Here are four recommendations to ensure that your sales approach doesn’t fall into the “power tool sales” category, but rather, speaks to women about what’s important to them:…

How true is that old saying, “If you do what you always did, you will get what you always got?”

Unless you want to stay locked in a world of mediocre success for the rest of your career, you need to change the way that you approach auto sales. If you are only selling 10 to 12 cars per month, you are not as successful as you can be! Hopefully…

Today, most people have the perception that marketing is intrusive, right? Pop ups, banner ads, commercials, e-mail campaigns and junk mail are routinely considered annoying. Well, if this is what you think, you could be wrong. In fact, according to…

Women buyers have different reasons than men for choosing where they finalize the deal. Understanding the nuances of women’s buying habits can mean the difference of making a sale or losing it.

It's easy to make the assumption that price is the first priority. Price does matter, but it’s weighed along with more emotional priorities like…

You asked for it and here it is. THE white paper that delivers the goods on how to leverage sales to this emerging market. You need to understand the differences between Millennial women and women of other generations, like:

• Millennial women travel over 25% further to purchase a car…

Let’s face it. Training on any level can be an intimidating and daunting task. Questions like when to train, how often, and who should be involved come up.  What type of training and who should teach and provide it also adds to the confusion.  Most of the time, I feel that these questions become so overwhelming to both business owners and mangers, that the easiest decision  to be made is the one that is made most, and that decision is to do nothing. To do nothing is to put yourself and your…

Today’s news is full of articles about the buying power and habits of the “millennials”, which has an estimated population of 78 million. This Women’s Wednesday is part of a multi-part series we are exploring about women buyers within this segment. Of millennial buyers, 53% are female. Understanding the nuances of selling to this new generation of women can put…

Every new car Dealership has factory brochures and print materials that explain the various models and option packages of the vehicles they sell.  These are not just for the Customer but also for the Salesperson who wants to learn their product in order to be successful selling it to Customers.  



Studying these brochures is a…

There was a time when luxurious cars were only driven by royal, wealthy people. Not anymore! Today, anyone can taste the luxury and feel super special during an event or party. Limousines are luxurious cars that have high appearance and woo people in various occasions such as wedding, prom nights, corporate parties, birthday celebrations and many more. These aristocratic vehicles are a reliable form of transportation when you and your guests want to reach the…

Despite some recent negative press about security concerns, it’s safe to say that as the kinks are worked out Connected Cars will be the way of the automotive future. Connected Cars began as simply vehicles with in-car Wi-Fi and capabilities similar to a smart phone. Now, they’ve taken on much more in depth characteristics.…

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…

The other day, a friend of mine was in the market for a new tech toy. As he researched the different available brands, he noticed a huge difference in pricing - from $325 all the way up to $1800 -- but was unable to tell the difference between any of the brand offerings. The features seemed the same. They all looked the same. He read reviews, even those were…

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.…

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:…

Google has said they are testing their self-driving car prototype this summer on the streets of California. Are we, as humans, ready to give up control of driving ourselves?

            If you were to visit Google’s page endorsing their self-driving prototype you will be greeted with some staggering statistics. The likes of which include “94% of accidents in…

Women visit 30% more dealerships than men when buying a car. Several factors contribute to this variance. According to KBB, women are twice as likely as men to be undecided about which car they want. Add to this the fact that women are less confident (38%) about car buying than men (58%), and take longer to make a decision; 75 days for women vs. 63 days for men.…

In the largest buy back action in U.S. history, the National Highway Traffic Safety Administration (NHTSA) and Fiat-Chrysler America (FCA) have agreed that, in addition to paying a $105 million fine, FCA will offer to buy back 500,000 RAM pickup trucks from consumers. The value FCA has to pay consumers for their vehicles is extremely consumer friendly - the…

Women are responsible for two-thirds of the vehicles brought in for repair. Dealerships who understand this and seek to deliver the ultimate customer experience will reap the rewards at their service drive.

Offering top-notch car services in this department is critical for retaining women clients, as well as for up-selling a new or leased…

So, you’ve received a poor review from a woman customer. Now what? First, remember poor reviews will happen. Someone will be unhappy with your dealership at some time. The same happens to Starbucks, Apple and Nordstrom. As long as the poor reviews are infrequent, they really are good news. Why?

1. Customers expect to see a variety of ratings when reading reviews. If all are “exceptional”, customers will think they aren’t seeing the whole picture.
   
   
   
   
2. You…

The July 4th weekend has passed, and summertime travel is in full swing. It’s a busy time for your women customers, but also the best time for them to have a safety and service check-up. Here are 4 tips for bringing your women customers into your service center.

Did You Know?

The #1 requested item from women in the service drive is a courtesy vehicle? Be sure to provide this and delight your…