Practical articles for dealership teams on the service drive, the sales floor and in the F&I office.
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Sales
Ah, the children. Sweet and innocent little balls of energy that torture parents for their sins against their own moms and dads. And one of the things many of us prefer never to see approaching our…
CPI2 min read
Sales
On a recent visit to a local dealership showroom, I noticed a few things that, in my humble opinion, could impact the customer’s experience negatively: • Location and accessibility of a “Guest Log"…
CPI1 min read
Sales
Everyone can get frustrated at work at various times. Yet in some cases, the manager you're working for, not the job itself, can be the source of your headaches. We’ve all had them: Managers who make…
CPI1 min read
Sales
There’s no inherent evil in the two-word phrase “no problem.” That’s not the issue. Well meaning, well trained, highly skilled employees populate the automotive industry. They thrive and interact with…
CPI1 min read
Sales
"Show me your hands!" Like a veteran SWAT team raid commander, that's a superb way to capture your team's attention at your next Monday morning sales meeting. With a little luck and some love shining…
CPI3 min read
Sales
There they are. All around you. Everywhere. People. In cars. In trucks. In SUVs. Out of cars. Out of trucks. Out of SUVs. Near their cars. Near their trucks. Near their SUVs. On line. On the phone. In…
CPI1 min read
Sales
I'm done with Ups. As in all done. Ad infinitum. Ups. Say the word out loud right now, perhaps for the last time. The very last time. "Ups." "ABC: Always Be Closing" and "Coffee's for closers" are two…
CPI3 min read
Sales
It's right in front of you. It's right next to you. It's right behind you. It's ten feet away from you. It's on the other end of your cell phone. It's at the opposite end of your e-mail inbox. You can…
CPI3 min read
Sales
Editor's note: Please be sure to read the June 5, 2017 article in Automotive News on legendary car dealer Carl Sewell: http://www.autonews.com/article/20170605/OEM02/170609942/car-dealer-carl-sewell-l…
CPI2 min read
Sales
These mini-monstrosities of rude, weak and unclear responses to strangers’ questions come out of most persons’ mouths almost instinctively, every single minute of every single day. What about you?…
CPI1 min read
Sales
Remove barriers to facilitate open commerce and communication. Listen up, King Tut. So sorry to break the news to you, but the days of the Sales Tower, the Pyramid without Geezers, the Tower of…
CPI2 min read
Sales
Many companies miss out on a golden opportunity to build rapport and increase value during the fact-finding process because they insist on having salespeople stay "out on the lot" until the customer…
CPI2 min read
Sales
Just how prepared are you to stick with your customer and stay solely focused on them until they leave? Are you ready to make a proactive decision today to put the customer in front of you first? It…
CPI2 min read
Sales
One of the main reasons for failure in any organization is that senior management isn’t willing to hold sales managers accountable. Once a system, of any type, is in place and numbers begin to come…
CPI1 min read
Sales
Secret #1: Make your sales and staff meetings a priority. When you call a meeting, do you: -Have a plan? - Strive to make the meeting fun and interactive? - Allow some to attend while others deal with…
CPI3 min read