What would it mean to you if you were to pick up a skill that enabled you to quickly build rapport and credibility with your customers and help you earn more of their trust? Would it be worth a little bit of effort and time to master it? And how excited would you be if you could start using this skill with your very next customer?

Then pay close attention to this…

Each month, I get one or two requests similar to the one I received from a salesperson named Phil who works at a dealership in the northwest. I thought it would be a good idea to share with you his particular e-mail and my response.

Phil wrote:

In my sales meeting today we were told that getting cash down is our biggest problem. I understand that cash down…

In a recent interview with Automotive News, Masahiro Moro, head of Mazda North American Operations, detailed Mazda’s plan to increase customer loyalty for both the OEM and its dealers. While his plan mostly revolves around vehicle quality and diversity, as…

In order to effectively overcome objections, we must first understand the three different types of objections and how to effectively handle each one.

The most common type of objection (by a ton) are simply knee jerk reactions or things customers have been conditioned or programmed to say to sales people. These are commonly referred to as "smoke screen" or “reflexive”…

What is it that each and every customer wants, actually needs, from us? And no...it's not $500 below invoice!

Since the dominant buying motives differ from customer to customer, what could the common need be? It's this:

Two of the most basic of all human needs are to be valued and understood.

It's what our spouses want when they…

The $4,000 Tap

By John Fuhrman – Director of Training, OptionSoft Technologies

     There’s an old story that goes something like this.

     A dealer was getting increasingly frustrated with all the technology in his dealership.  He purchased all the best money could buy.  But, when it came to training and support, it never seemed to be in the budget.  So, people came and went, and the…

As many of you know, I've been involved in this industry since cars took leaded gas.  There have been many changes.  Some good, some not so much.  One thing that has seemed to be a constant is selling extended service contracts in your service drive has been an abject failure.  

Dealers get excited about it.  Service Writers train for it.  Sometimes it even takes off selling.  But, usually within weeks, sales slow to a trickle and then become a forgotten practice followed by the ever…

I want to take a couple of minutes to discuss with you the phenomenon affectionately known as "The 90 Day Wonder". For those of us unfamiliar with this phenomenon, let me 'splain it to you.

The 90 day wonder is the sales associate, brand new to the business, who starts out like gang-busters. Who, for the first couple of months, lead the field. Then,…

Have you ever had a salesperson tell you they’re having trouble asking for the sale between the demo and the write up? If you’re a salesperson, is this problem one you’re familiar with?

First let me reassure you that this is a common challenge for car salespeople today and a fairly simple one to remedy. This challenge is due in no small part to the fact that the way…

DEALERSHIP SERVICE DEPARTMENTS: MAKE A GOOD FIRST IMPRESSION

As the recession loosens its tight grip on our economy and businesses, vehicle sales have begun to steadily climb nationwide.  As a result, a very important decision is looming for auto dealers.  Many of the customers that are purchasing today are doing so for the first time in several years. As…

Automotive recalls present an opportunity to maintain and improve dealer and brand integrity while winning back lost customers and attracting new customers that typically do not service at a factory-certified dealer. Historically, however, recalled vehicle owners have been viewed as a nuisance by dealership personnel. They can at times be frustrated and emotionally volatile;…

J.R. Batchelor 
(913) 439-9947

Automotive Dealership Internet Phone Sales Training-Outbound Sales Calls-J.R. Batchelor

Training automotive dealership on the effective use of incoming and outgoing sales calls and the importance of follow up with incoming automotive dealership Internet leads.

An experienced car salesperson knows the value that a good used car can bring to their paycheck. 

With car owners spending more time on the road and keeping their cars longer, used vehicles that are traded in today normally have more miles on the odometer than they used to.  At the same time, most cars made in the last 20 years can remain in…

Social media has many advantages in today’s digital world. And, leveraging these social media accounts and platforms through employees enables your dealership to reach local customers through the networks of these employees.

Many salespeople use social media to promote themselves and increase awareness of their dealership, so as to attract customers and…

If you have been in this business a while, you are probably amazed at the changes that have taken place in the auto sales process, especially when it comes to how salespeople view the Customer today.  Over the past 20 years there’s been a concerted effort from the manufacturers and car sales training organizations like ours to eliminate the negative practices…

http://www.DealerSynergy.com 856-546-2440

http://www.JustAskForJeff.com

Check out this interview I did with my friend Jeff Cormier for Dealer Synergy. Jeff crushed it! Auto Pros need to pay attention to what he is doing. He literally has the absolute BEST website in…

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…

In the automotive industry, hundreds of customers pass through dealerships on a daily basis. Each of these customers will interact with dealership staff multiple times during their visit - whether they’re there to buy a car, or for a simple oil change. It’s very easy to function as an organization with a focus on efficiency - how quickly can you complete a…

http://www.InternetSales20Group.com 856-546-2440 #IS20G 8

Help One Of Our Own. Internet Sales Consultant, Jeff Cormier Tragically Lost His 6 Year Old Son & We Are Trying To Help...

I have personally gotten to know Jeff and become friends with him. He is an…