It's understandable that customers often need our help to find closure on a specific vehicle. The most common and vague objection is agreeably "I want to think about it."

These are the five reasons why we believe the customer says that.

1. Uncomfortable with price issues

2. Uncomfortable with you or the other staff

3. Not…

Knowing all the facts about a buyer makes a desk manager's job much more effective. A more successful outcome can be engineered from discovering the customer's motivations, desires, and if there is much competition for a particular deal. Having your sales team implement the Customer Assistance Sheet in a comfortable and consistent way every time they speak with a…

Last year it was reported that the automotive industry would experience a shortage of 25,000 technicians in the coming months. This was based on a recent survey that showed the demand for auto mechanics is expected to increase by 9% within five years.

This shortage affects vehicle service operations across the board from boats and RVs to buses. Often dealers…

Make sure your salespeople stay on your customer’s radar through a scheduled follow-up plan. Don’t leave your monthly earnings up to chance by hoping for the best. Evaluate your current follow up process. Here is a sample schedule of what we’ve seen work well:

10 “Touches” Per Year

• Set up calendar…

Get potential customers to be less combative and more receptive to their trade-in value with a planned trade walk prior to serving them the proposal.

It’s said that around 65% of potential automobile customers have a trade-in to discuss, and most all of them have a higher price in mind that they want to get for that trade-in.

As we get into the…

While communicating through email is extremely commonplace, we want to highlight why the traditional phone call is still of immense value. The personal touch of a voice call shows customers that you care and connects them on a more personal level. Taking the time to make calls to your customers shows them that you place them before your lengthy to-do…

Prior to delivering the proposal, get your salespeople, especially your newer ones, to role play the figures with you as if you’re a customer. Everyone can benefit from having a rehearsal. With this strategy you can develop trust in your sales team through this verification process. You’ll be impressed with how this strategy can improve your closing ratios with just…

With email and texting being the dominant forms of communication these days, we must remember that a good old fashioned phone conversation can be much more effective, helpful and personal.

Some on your staff may suffer from being a bit phone-shy, but in an industry dependent on following up on sold and non-sold customers, preparation is…

Sometimes it may feel like an uphill battle to even the strongest of salespeople when customers bestow their unrealistic expectations, desires, and constant objections during the vehicle sales process. Once it's time to make the math work and a proposal is issued from the desk manager, often a salesperson's energy and enthusiasm is zapped.

It's at this…

With women buying over 50% of the cars sold in America and influencing 85% of vehicle purchases, auto sales strategies should include certain factors that may contribute to why women choose to purchase from a particular…