In fixed ops we constantly worry whether or not we are getting a return on every one of our ad dollars. Every manufacturer tracks it. Every ad vendor tracks it. And when we spend the money and don't get an immediate return, we start to fret.
Customers don't make a connection with an ad. Customers don't make a connection with an offering or a…
ContinueAdded by Leonard Buchholz on May 21, 2012 at 5:28pm — 2 Comments
As we reach the mid year time, many of us make decisions. Some even make commitments to change certain aspects of their life and their profession. Unfortunately, far too many change absolutely nothing because they believe that their career is subject to the mercy of the markets. They boast about how they were a top producer during the market high points, and continue doing the same things they did when customers simply showed up with checkbooks in hand.
Case in point. A good…
ContinueAdded by John Fuhrman on May 14, 2012 at 10:30am — 1 Comment
Todays
“Tested Sentence That Sells”
This and future postings on the topic are not about philosophies or basic business principles but about those concrete words to say in customer interactions that greatly enhance the likelihood of closing a deal.
I’ll be sharing with you “Tested Sentences” that have been proven to be the most effective in getting us in auto sales into the fast lane on the road to a sale, and when…
ContinueAdded by Mike Stoner on May 9, 2012 at 12:53am — No Comments
Over the last ten years, anyone who has not witnessed dramatic changes in the used vehicle arena must have his head in the sand. Why is it then that so many franchised new vehicle dealers have thus far failed to effectively adjust to these changes? So that you understand what I’m talking about, I’ll just mention two of these impactful changes: (1) the growth of the Internet as a marketing source; and, (2) the advantages available through inventory optimization technology. Even the language…
ContinueAdded by Garry House on May 7, 2012 at 4:59pm — No Comments
Added by Sean V. Bradley on May 6, 2012 at 9:38pm — No Comments
http://www.automotiveinternetsales.com
Sean V. Bradley "On Top of The World" - Automotive Sales is an AMAZING Career... If you make it…
ContinueAdded by Sean V. Bradley on May 3, 2012 at 8:41pm — 2 Comments
“When our research tracked 20,000 new hires, 46% of them failed within 18 months. But even more surprising than the failure rate, was that when new hires failed, 89% of the time it was for attitudinal reasons and only 11% of the time for a lack of skill. The attitudinal deficits that doomed these failed hires included a lack of coachability, low levels of emotional intelligence, motivation and temperament.” Mark Murphy, Hiring for Attitude, Forbes
In the car business , it’s all…
ContinueAdded by Leonard Buchholz on May 3, 2012 at 10:36am — No Comments
Most consumers have lumped "service", whether you are a dealer or an independent repair facility, as a commodity. Which means you compete in a market with everyone else even though the market is not a level playing field.…
Added by Leonard Buchholz on April 30, 2012 at 1:30pm — No Comments
Your Customers are Mad as Hell, and They Won’t Take It Anymore!!
Conquest and Retention are both driven by the Caller’s Journey
Great new is...we are clearly in recovery. The risk is, as Jack Jackintelle, President of the Rick Case Automotive Group, recently stated in his presentation to the Automotive Leadership Roundtable, is that we go back to reading our financial statements from the bottom up. There has…
ContinueAdded by Chip King on April 28, 2012 at 10:54am — No Comments
Spring Cleaning? Ya, me too. If you haven’t taken a look at your work area lately, step back and take it all in.
See that pile of papers on your desk? And those spare parts you were saving for the factory in the corner…how long have they been there? What’s up with that chair with the padding falling out? Are you saving that for someone special?
Hey, this is not limited to the Service Managers office. There are many GM’s and DP’s offices that look pretty darn close to that…
ContinueAdded by Leonard Buchholz on April 24, 2012 at 10:23am — 1 Comment
Studies show that the average salesperson is into negotiations within 3 minutes of saying hello. Three minutes and they're talking numbers and hoping to close a deal. What's amazing is, I heard that exact statistic when I went to my first sales training seminar in 1980. So, nothing has really changed in over 30 years.
Think about it this way. Some of you have been reading my articles since I began. That being the case, could you send me a check for $1,000? You've received…
ContinueAdded by John Fuhrman on April 21, 2012 at 5:52am — 2 Comments
You arrive at your dealership and notice that the outside is appearing a bit drab. To fit with the brand and the neighborhood, you determine that a great paint job would do wonders for the entire building. So, you make the decision. Here are your choices:
Added by John Fuhrman on April 19, 2012 at 11:30am — No Comments
Added by Sean V. Bradley on April 12, 2012 at 1:45pm — No Comments
I have a saying that goes something like this, ‘What you cannot define you cannot measure; what you cannot measure you cannot reproduce; what you cannot reproduce, you cannot control or manage.’ I came up with this quote while designing the K-Method Systems & Processes to explain why most salespeople and the businesses that they work for are continually at odds when it comes to expectations and the results being produced. What I have come to realize as the ‘norm’ for most people is that…
ContinueAdded by Kurtis Smith on April 12, 2012 at 1:05pm — No Comments
Just because your store is one of the more popular brands, that doesn't mean you are guaranteed success. Having the right sign up is no promise that customers will beat down your doors. And the right ads or killer Internet presence still doesn't make profitability a sure thing. Without a key ingredient, even the best of the best will fail.
…
ContinueAdded by John Fuhrman on April 12, 2012 at 12:00pm — No Comments
Don’t you think there is too much waiting going on? I don’t mean the kind of waiting we do for a burger at the local drive thru or waiting for the mail to arrive.
And it’s not the other kind of waiting we do these days “plugged in” as we are.
Heck, we all know that in this “electronic” age, society is way too fast and by being so, has turned us into petulant…
ContinueAdded by Leonard Buchholz on April 11, 2012 at 9:30am — 3 Comments
It’s been 60 days.
You had every intention of making changes and doing something different. You had all of the information gathered and catalogued. You even made a list of all of the Managers and their responsibilities and revised their Goals based on the information and training you were about to provide them.
You were ready for Success! You had new expectations! You were ready to accomplish new Goals!
You were ready to reap the benefits of attending the NADA…
ContinueAdded by Leonard Buchholz on April 6, 2012 at 9:00am — No Comments
A dog and a cat were recently having a conversation about how each other looks at the world.
They had been friends a long time and the dog had recently been promoted to the title of Service Manager of his Dealership. The cat had stopped by for a visit and to congratulate her friend on his recent promotion. And, as Managers are prone to do, they began to discuss how each run…
ContinueAdded by Leonard Buchholz on April 3, 2012 at 1:53pm — 3 Comments
Ben Comen was always welcome to be a member of any sport-as long as he accepted the position of ball boy or water boy- that is until Coach Chuck Parker welcomed him with open arms to be a member of Hanna High School’s cross-country team. Ben wasn’t the most talented nor the fastest runner- as a matter of fact, he comes in dead last in nearly every race. What…
ContinueAdded by Marsh Buice on March 25, 2012 at 1:46pm — 15 Comments
http://traffic.libsyn.com/sellingsuccess/AutoSuccess_228_-_Marsh_Buice.mp3 (19 minutes long)
In this week's podcast, we discuss how you can set yourself up for success on the sales floor. Sadly, selling has become a lost art-form. Many sales people approach their…
ContinueAdded by Marsh Buice on March 23, 2012 at 6:10pm — 3 Comments
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