January 6th, 2012 by Kathryn Carlson

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Industry Leaders,

 

    What would you think if I told you there was a “brand new” way to sell cars, and make customers happy...

It goes like this –

  When customers come on your lot you must stay hidden inside the store, lock the doors, and send no one outside. The customer will wander your lot for a bit, and sometimes they find something they want. Make sure not to interrupt this process! Do NOT attempt to give the customer(s) a reason to decide on…

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I recently read a book called The Go-Giver, authored by Bob Burg and John David Mann. It was an excellent read, but if I was to pick one excerpt to share with you, in hopes that it would inspire you to read it as well; it would've been this one (Taken from page 66 and 67 of The Go-Giver):

 

    Sam's eyes twinkled with warmth.  "The Old Man was right again, as usual. He…

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That is the phrase that can pop a salespersons bubble faster than anything!

 

This is a great way to turn the focus on the sales proccess and how important it is to never skip a step or to never show the customer all of the choice in vehicles that fit just above or just below what they are looking at on the lot. It may be a lack of investigating the way the customer is going to use the…

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(as featured on the CarChat24 Blog today)

 

If you’re anything like me, you know the wonderfulness that comes with a weekend. Now, of course some dealerships are open on Sundays, but in some states (Hi, New Jersey!) it is illegal for car dealers to be open. Or, at least the car lot. Thankfully, there isn’t a restriction on websites being open, yet. It’s…

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This is an article I wrote for HubPages about some best practices of top Internet Sales Professionals and ironically it seems we all are becoming Internet Sales Professionals...

http://hubpages.com/_1y255dewe5ec9/hub/Secrets-of-Successful-Automotive-Internet-Sales-People

 

Let me know what you think!  And by all means, feel free to share this…

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The 5 C’s of the Web and Social Media

In 1995, I began teaching workshops about the Internet to businesspeople and spoke of the “5 C’s of the Web”:

1. Communications. The Internet and the Web were technologies that were transforming the way we communicated.
2. Connection. Being…

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When it comes to automobile sales training, it's true that there's plenty of good information out there. The problem is, if it's not simple to do, and easy-to-understand; then it will probably not be duplicated or taught very well to the others inside of your dealership. First seven years of my sales career I focused on becoming the best sales person I could by getting my hands on the best information, listening to the best trainers; and practicing, drilling and rehearsing every bit of what…

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5 years ago to the day, I was sitting in my cubicle, going through thousands of leads and sending them in for credit to our lead source vendors. 5 years ago, I was a manager/operations director of a BDC in New Jersey. The powers that be also… Continue

I sell cars and it is very important to come to work with a positive attitude. Times seem to be tough right now. Stores are low on inventory and customers are few and far between. It is time to turn these negatives into positives. I wanted to give a perspective from the sales floor.

Customers and their methods of shopping seem to be evolving so much faster then the local dealership. The product is out there the…

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Top of Mind Awareness is one of those terms you hear thrown around a lot by marketing reps. Wikipedia defines it as "Owning the space that your product or service occupies between your prospects' ears. That way, when they're ready to buy they think of you first." One of their definitions anyway, and the one I liked the most!…

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1 trillion dollars was lost in the stock market yesterday and it didn't change your life one little bit! This goes to show you just how much money there exist on this planet. 1 trillion dollars was destroyed due to fear, economic reports, bad news, and maybe, some guy on Wall Street with a fat thumb making an incorrect entry.



The point is money is not scarce! There are no shortages of it and it is not something to be concerned or worried about. A trillion dollar destruction of… Continue

Using the rule of three for your marketing is a powerful way to increase sales. With a little research you will see that this rule of marketing has surrounded you for your entire life. Think back to your childhood and storytelling and you will see the rule of three in action. Remember the stories when you were a child: the three little pigs, Goldilocks and the three bears, three blind mice, the… Continue

The legislative alert below explains the urgency for us to make two phone calls to our US Senators. This bill if passed without Brownback Amendment will have a chilling effect to our future business. So, I urge each of you to take two minutes and pick up the phone to call each of two senators.





Legislative Alert Issued By NADA



The U.S. Senate is likely to vote on financial reform legislation as early as next week. The Senate bill would create a new Bureau of Consumer… Continue