They’re also a solid part of any sales plan, and if your team is close to a monthly goal, they can be the difference between clearing the bar and falling…Continue
Added by Chris Vitale on December 16, 2023 at 9:54am — No Comments
Let’s face it: automotive sales are becoming increasingly competitive and impersonal with the growth of the online industry. Customers are savvier than ever about getting the best deal, and traditional dealerships are looking to offer greater value through personalized service and better customer experiences.
Between COVID and pressure from digital…Continue
Added by Chris Vitale on December 15, 2023 at 12:18pm — No Comments
Online brokers are increasingly eating up market share in the automotive sales industry. The traditional ways for brick-and-mortar dealers to attract customers are changing, and 70-80% of all leads are coming from the phone or the internet. Tomorrow’s dealer sales solutions need to focus on perfecting phone communication…Continue
Added by Chris Vitale on December 7, 2023 at 9:55am — No Comments
As a successful owner or general manager, you know what it takes to make a sale, but …Continue
Added by Chris Vitale on December 4, 2023 at 6:15pm — No Comments
As an auto dealer general manager, you’re responsible for everything from bringing the newest inventory onto the lot to making sure the employee bathroom gets cleaned. No matter what you’re dealing with today, somehow, some way, all of it contributes to the one overarching goal of the business: making sales. And when it comes to the bottom line, one of the biggest parts of your mission is training and coaching your team into world-class closing machines. …Continue
Added by Chris Vitale on November 29, 2023 at 6:31pm — No Comments
You’ve hired some wonderful people to help your dealership sell vehicles, but the numbers just aren’t where they should be. Why are the KPIs not spiking? The first place to look is training. Talent is important, but if it’s not supported by disciplined on-brand messaging even the best team is going to struggle.
Every dealership needs training…Continue
Added by Chris Vitale on November 28, 2023 at 8:41am — No Comments
Natural salesmanship can take an associate a long way in any business, but there is always a breaking point where the intuitive drive to sell has to give way to disciplined messaging centered on customer concerns. However, the automotive world is not just one of many examples where this is true—it’s a gold-standard space for conscious branding, active training, and carefully scripted phone interactions to maximize sales. …Continue
Added by Chris Vitale on November 22, 2023 at 4:25pm — No Comments
It’s a busy Saturday afternoon at your dealership, and the phones are ringing off the hook. In the middle of the flood of incoming calls, there’s Steve, your star service advisor. He’s juggling conversations, developing sales opportunities, and keeping customers happy. What makes Steve cool as a cucumber on the week’s busiest day? He receives phone training for automotive service advisors, memorizes excellent scripts, and spends regular sessions with a hands-on coach. …Continue
Added by Chris Vitale on November 20, 2023 at 2:44pm — No Comments
Picture this: it’s the end of the quarter, and your dealership is so close to hitting your targets, and you can almost taste the victory champagne. You’ve been burning the midnight oil, the team’s been cranking out calls—but you’re still a hair’s breadth away from the goal line. Then, you discover all the near-misses your team has swung while handling phone leads. It’s an instant red flag, and you know something needs to change. …Continue
Added by Chris Vitale on November 13, 2023 at 9:29am — No Comments
Cracking the sales code: it’s an enigma that keeps sales leaders, general managers, and dealership owners puzzling over tactics month after month. When sales numbers dip, you know it’s time to rethink your strategy. But the story of missed monthly targets is more than just the numbers.
Every dealership leader knows that training is the key to…Continue
Added by Chris Vitale on November 6, 2023 at 12:22pm — No Comments
Outbound calls are a frequent activity at any dealership, but your teams are often met with a voicemail greeting rather than a customer. This can happen for many reasons and during any part of the sales cycle, but leaving a confusing or enthusiastic message is a surefire way to lose business. Like they would with other phone interactions, your sales team needs to come prepared using tight scripts that tell them…Continue
Added by Chris Vitale on October 30, 2023 at 8:46am — No Comments
Anyone who’s spent time at a dealership knows the usual suspects. There’s the finance team, the managers, and of course, the service guys, and they all have their areas. But without fail, every time you look up, you wonder, “What is a sales consultant at a car dealership doing?” It seems like everything at once, and they can be staring into an engine block in the bay one minute and selling a hybrid on the other end of the lot the next. …Continue
Added by Chris Vitale on October 23, 2023 at 1:30pm — No Comments
Auto dealership managers and leaders, you know this scene well: a lively sales floor with phones ringing nonstop, yet the sinking feeling that your sales numbers won’t reflect the bustling atmosphere. You’re seeing plenty of web traffic and inbound calls, but the number of closed deals struggles to hit monthly goals.
This is where an auto dealer…Continue
Added by Chris Vitale on October 16, 2023 at 6:12pm — No Comments
We’ve all been there—trapped on the receiving end of a sales call that’s so rigidly scripted it’s practically robotic. “Hello [Customer Name], I am calling from [Company Name]...” It’s enough to make anyone hang up before they can finish their painful introduction. But let’s change our perspective for a moment. What if, instead of being a dull and practical exchange to wade through, the script (and the way it was used) set the stage for an informative and…Continue
Added by Chris Vitale on October 10, 2023 at 3:26pm — No Comments
Dealership leaders stand at a crossroads today. Many of them are asking, “How can I increase car sales at my dealership?” Yet, it’s not a question born out of incompetence or inability to sell. It’s a recognition that the market has shifted, and with it, the expectations of the consumers has evolved.
Today, we’re dissecting modern car sales…Continue
Added by Chris Vitale on October 5, 2023 at 1:05pm — No Comments
In the high-stakes arena of car sales, the rules of the game are constantly changing. Gone are the days when a smooth script and a pleasant voice were enough to seal the deal. Today’s phone sales landscape is a battleground where only the smartest, savviest, and most strategic thrive.
And the truth is, you probably already know that. You’re not looking for advice because you “can’t”…Continue
Added by Chris Vitale on September 29, 2023 at 4:00pm — No Comments
When you first dive into the world of car sales training, it’s easy to get bogged down in a sea of generic advice and cookie-cutter solutions. Ironically, the one-size-fits-all approach doesn’t really work for…Continue
Added by Chris Vitale on September 27, 2023 at 10:29am — No Comments
In today's competitive automotive industry, staying ahead of the curve is crucial for dealerships to thrive. One way to achieve this is through a comprehensive training program that empowers your Sales Consultants and BD Agents to excel in their roles. Here are the top four ways Onsite & Virtual Dealership Training will help your dealership excel. …Continue
Added by Chris Vitale on July 23, 2023 at 9:54am — No Comments
Dealership Sales Coaching is a game-changing approach to training that equips your Sales Consultants and BD Agents with the skills and knowledge needed to excel in phone interactions with customers. By providing continuous and personalized coaching, your team will be prepared to handle a variety of scenarios, resulting in improved performance and increased appointment set rates. In this article, we will explore the key benefits of Dealership Sales Coaching and how it can transform your…Continue
Added by Chris Vitale on July 18, 2023 at 6:19am — No Comments
You never hear a prize fighter say he fired his trainer directly after he won the championship belt, right? Well, that's why it's important to continue coaching and training the salespeople and BDC employees. Even after they seem to have mastered the phones and their appointment set rate is off the charts, continued coaching and training are paramount. This is what keeps them sharp! …Continue
Added by Chris Vitale on July 10, 2023 at 11:24am — No Comments