Sure, you’ll still see female models next to this year’s new vehicles at the car show, and I really think that’s because most dealers are used to it. On the showroom floor, though, males still make up a larger percentage of salespeople. Working with clients is now very much a business transaction, and engaging and respectfulness are absolute musts no matter who you’re…Continue
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Walk your inventory.
Start your day with a walk around the lot to see what inventory is available and where specific vehicles are located. Do any units need attention? Are they dirty and need a…Continue
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Added by Scott Bergeron on June 9, 2014 at 9:47am — No Comments
Managers, take 15 minutes this morning to start your team off on the right foot.
Now make the day efficient and effective.
Added by Scott Bergeron on March 13, 2014 at 10:56am — No Comments
Start Your Day Off Right -
Effective salespeople begin their day with a few simple but highly effective steps.
First step grab your coffee. Wake up and be ready for a great day.
Step two grab your prospects - either from your Daily Gameplan, CRM call list, or up log.
Step three plan the day as to who is the hottest prospect.
Step four get with your manager and team up to make a deal today.
Added by Scott Bergeron on February 11, 2014 at 10:58am — No Comments
Streamline Your Sales Process
To sell smarter you need to eliminate all those things that waste your and your customer's time. How can you work more efficiently? Try steering clear of these time-wasters:
Dealing with people who can't make the buying decision.
You should treat everyone with the same professional respect. However, find out early if this person is the decision maker. Don't be afraid to ask who the…
Added by Scott Bergeron on January 17, 2014 at 1:30pm — No Comments
Winter can be a challenging time for salespeople in the automotive industry. It’s easy to get swept up in the holiday season and lose focus on selling. Instead of losing productivity to lighter floor traffic and more distractions, it’s time to play Season Defense. The best sales teams use this time to circle their wagons, refocus on the basics, and keep improving.
Sharpen the saw
Take extra down time to educate yourself on new products, competition, and…
Added by Scott Bergeron on November 21, 2013 at 12:51pm — No Comments
There isn't a salesperson alive who hasn't experienced a slump. If you find yourself coasting downhill, here are four steps to follow to pick yourself back up:
Look for additional ways to satisfy their needs or new needs you can meet. Learn about their new problems and challenges, and come back to them with fresh solutions.
Added by Scott Bergeron on November 7, 2013 at 9:57am — No Comments
Closing a sale is a culmination of a sequence of events that lead up to the customer saying “Yes, I would like to buy that car.” A professional salesperson has many tools at his or her disposal to help move a prospect through the buying process. Below are a few power tips that you may want to keep in your toolbox to help you close more deals.
Learn To Listen
Salespeople who do all the talking during a…
Added by Scott Bergeron on October 18, 2013 at 1:26pm — No Comments
Giving your customers what they want is the most basic principle of selling. Still, everybody at one time or another has dealt with a salesperson who simply didn't listen to their needs. Taking time to truly understand the customer will not only help you close the deal today, it'll keep them coming back in the future.
Sell Benefits, Not Features
The biggest mistake salespeople make is in focusing on what their product or service is. Rather, it's what it does…
Added by Scott Bergeron on October 4, 2013 at 11:43am — No Comments
Whether you're selling paper clips or cars, the most successful salespeople share the same qualities. Here are some of the things that separate the best from the rest:
Believe In Yourself
Unstoppable salespeople filter out negative thoughts and the advice of those who dwell on why it can't be done. They rely on their own inner voice and belief systems to carry them through any obstacles. They truly believe there's nothing…
As a manager, you face many different threats in today’s economy - shrinking budgets, slowed consumer spending, loss of key staff, etc. But one of the biggest threats to your dealership that can often get overlooked is complacency. Complacency can come in many forms and at many levels of an organization, but it all leads to the same thing: decreased production, lack of accountability, and reduced revenues.It can be felt on the front lines of the dealership with your sales team. Salespeople…Continue
Added by Scott Bergeron on August 7, 2013 at 1:09pm — No Comments
As a dealer, you spend a lot of time thinking about your customers. How can you bring them into the store, provide a great sales experience, and hold onto them long-term? These questions are very important, but not just for your customers. Shouldn't you be asking them about your employees too?
Added by Scott Bergeron on July 18, 2013 at 12:37pm — No Comments
When customers walk into your store, they feel the culture you've established - whether it's warm and inviting or hostile and off-putting. For better or worse, every interaction that customers have with their salespeople will make or break your dealership's reputation. What type of environment are you fostering?…