Jim Radogna's Blog – September 2010 Archive (2)

Digital Due Diligence

Before the internet, when there were only phone pops, we learned valuable lessons on how to handle calls, such as selling the appointment, creating urgency, not giving shopping numbers and keeping information close to the vest until the customer showed up. It was good advice then and it may be good advice now. But keep in mind that many customer inquiries tend to come online rather then by phone. While the ultimate goal remains the same – to get the customer into the dealership – the rules for… Continue

Added by Jim Radogna on September 21, 2010 at 2:12pm — No Comments

Unfair? You Bet it is…

“BUYERS ARE LIARS”.

I don’t think I was in the car business one hour before I heard that catchy little phrase. Sure enough, over the course of my retail career, I suspect I was lied to over and over again by the best of them.

I’m not going to pontificate about what buyers lie about and why – many of us could easily write a book on that subject. Instead I’m going to bring up what I think is an important point – buyers can say pretty much whatever they want without fear of… Continue

Added by Jim Radogna on September 2, 2010 at 9:44pm — 13 Comments