Bill Cosgrove's Blog (58)

Finding Your Style- Commission Sales

I cut my teeth selling at an early age selling door to door. From delivering newspapers to Fuller Brush to Cash is Best, for which Ted Turner was a fugitive from the US holding offshore on his yacht in international waters for purporting a pyramid scheme, to selling the original wind up fire and burglar alarms for the…

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Added by Bill Cosgrove on June 4, 2013 at 10:00am — No Comments

Wisdom from a former used-car salesman

 

I came across this story and just wanted to share it with you. It reminded me of a talented and successful pre-owned sales manager that I worked for. He used to tell me that "Pigs get fat and Hogs get Slaughtered".

The…

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Added by Bill Cosgrove on June 3, 2013 at 8:04am — No Comments

Special Finance At Your Dealership

This is one reason that you need qualified personnel in your Special Finance Department. Your personnel must have an in-depth and thorough  knowledge of the entire operation of the Special Finance Department.



Whether or not your dealership interviews every customer, if you’re serious about Special…

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Added by Bill Cosgrove on May 31, 2013 at 1:42am — No Comments

What’s important in a Presentation – Peaks and Endings

I can relate to this as I had a colonoscopy in Bogota, Colombia and did not realize that I was not going to get anesthesia of any kind. I almost got up and left but I had been ill for 4 months so went through with it----------OOOOOUCH!

Two patients…

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Added by Bill Cosgrove on May 26, 2013 at 11:30am — No Comments

AFTER THE BAD MEDICINE- WILL YOU BE READY FOR THE TOUGH MEDICINE?

If you the Dealer think you could or should be doing better, you need an experienced independent Consultant.

If you the Marketing Company are putting your reputation on the line and driving traffic to a Dealer…

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Added by Bill Cosgrove on May 23, 2013 at 2:30pm — No Comments

Can Enterprise Tech Avoid The Fate Of The Automobile Industry?

“Only the paranoid survive”

– Former Intel CEO Andy Grove

Things seem so good in the enterprise technology universe right now it is a little scary. The IT transition to…

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Added by Bill Cosgrove on May 22, 2013 at 8:44pm — No Comments

Defending One's Position

 Attacking an issue is one’s way of defending their position. Personal attacks and deception are one’s way of attacking when one is uncertain of their position.

Let us remember as these issues unfold and we confront these important issues who the culprits are and keep a professional and objective approach in how we react .

"Remember-…

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Added by Bill Cosgrove on May 21, 2013 at 6:30am — No Comments

ATTENTION BEWARE!!! THIS COULD HAPPEN TO YOU!!!

This will be my last post for a while and I must be careful from where I write from. I found out some things that will shock the Industry and be talked about for years to come. 

Jim Ziegler is being attacked but now it is spreading. This is why my son has made this video on my behalf at an…

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Added by Bill Cosgrove on May 20, 2013 at 7:00am — 3 Comments

Sales & Marketing Effectiveness Blog Current Articles | RSS Feed RSS Feed Prevent ‘A’ Player Turnover

This post will explore why all turnover is not created equal.  Measuring sales turnover as a percentage can be misleading.  A lower percentage isn’t always better.  Yet turnover is probably the most measured sales metric.  HR, sales leaders, and Sales oretain emplolyees ps all measure it. 

Instead of focusing on an overall turnover percentage, focus on retaining ‘A’ players.  Many sales organizations are proud that they have a low turnover metric.  But they are…

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Added by Bill Cosgrove on May 18, 2013 at 8:58am — 2 Comments

Things Are Changing - But Are Things Really Changing With Them?

"And Round And Round We Go"

There seems to be a great deal of commonality and consensus in the disconnect between the Sales Department and The BDC Department just to name two and…

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Added by Bill Cosgrove on May 15, 2013 at 12:00pm — No Comments

Inventory Challenges: Mmmmm! Snow Cones! Does This Melt In Your Mouth?-Or Not

  • Peter A. Salinas is a career journalist who has been covering the used-vehicle industry for more than 12 years. He is the managing editor of Dealer Business Journal.

In terms…

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Added by Bill Cosgrove on May 13, 2013 at 7:00pm — No Comments

Sales & Marketing Effectiveness - Aligning Customer Objections to the Buying Process

Fix your sales problem in 5 easy steps – sounds great, doesn’t it? Formulaic approaches such as this are very tempting. Furthermore, they align with our fast food, quick fix mentality. Seem too good to be true? That’s because it is. Don’t get me wrong, I revel in an easy solution. Unfortunately, most quick fixes are band-aids as opposed to real solutions.

 

One…

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Added by Bill Cosgrove on May 13, 2013 at 7:52am — No Comments

Bad Medicine-Who’s Really Getting Better?

 

First I want to thank Jim Ziegler and Manny Luna and others for their due dilegence in the Autogate affair that is currently unravelling and have made it possible for me to get some attention on a topic close to my heart.

I want to take advantage and seize the moment concerning all the controversy surrounding Cars, com among others with hints of more…

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Added by Bill Cosgrove on May 11, 2013 at 11:00am — No Comments

DealerTalk: Understanding why people buy cars

Understanding the “why buy” motivations in potential buyers can have a major influence on the methods your dealership may use to entice these buyers to buy from you and not from the dealership down the street.



Recently I viewed a number of YouTube videos presented by Simon Senek, a motivational speaker, Columbia professor of communications and author…

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Added by Bill Cosgrove on May 9, 2013 at 5:15am — No Comments

Beyond The Trap- The Tide Is Turning

If you have read my blogs “Don’t Fall Into The Trap” or “Take Back Your Marketing” or the many comments I have made concerning this issue, you know that I have been against the large companies commoditizing approach they have been feeding dealer’s- And in particular I am referring to the small and medium size dealers- that you need change your business models and to sell more at a lower price to compete in today’s marketplace.…

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Added by Bill Cosgrove on May 8, 2013 at 8:56pm — 5 Comments

A Giant Misconception (Food For Thought During The Cars.com+ Debacle)

After watching the podcast with Jim Ziegler and Tim Martell about this purportedly growing epidemic of deception and self-serving practices of the giants that historically seem to look out for their interests ahead of their constituencies we must take stock 

Today…

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Added by Bill Cosgrove on May 8, 2013 at 10:00am — No Comments

Forgive Me For I Have Sinned (The Cars.com Debacle)

With all the noise about making the Industries more transparent you would think that the vendors that supply the those Industries and say they their purpose is to provide consumers more transparency would  reciprocate and be transparent with their client base before launching their new strategies.

When launching new programs that impacts the clients that you serve it…

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Added by Bill Cosgrove on May 6, 2013 at 10:05am — 2 Comments

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