Practical articles for dealership teams on the service drive, the sales floor and in the F&I office.
43 articlesClear filters
Sales
Whether you like it or not, it still takes a car buyer over three hours in the dealership to buy a car, start to finish. It’s the case even when they’ve already narrowed down their choice to just one…
Ted Ings2 min read
Sales
Millennials operate in the moment, evident by smartphone statistics as well as apps like Snapchat, Instagram, and Twitter. Facebook is considered passé. It’s an absolutely telling trend that gives new…
Ted Ings1 min read
Sales
Recent statistics indicate that as much as 68% of vehicle buyers never receive a follow-up phone call after they purchased their vehicle. It’s no wonder that the average dealership sees fewer than 30%…
Ted Ings2 min read
Sales
If you are to become what is expected of a top sales professional, you’ll need to become a people expert. To do that you must first be able to identify different personality types. Personality…
Ted Ings2 min read
Sales
It takes a thick-skinned person to work in the retail automotive industry. Dealing with rejection is a normal part of life when you’re selling cars, working the business office, or manning the service…
Ted Ings2 min read
Sales
Imagine searching online for weeks, trying to find your ideal guitar, travel trailer, video game console, or whatever else you’re passionate about. Finally, after weeks, you find it. It’s right there…
Ted Ings2 min read
Sales
Who needs an Evidence Manual? Everyone! Salespeople, Service Advisors, Managers, OEM Field Representatives ... as they all have valuable customer touch points. Jonathan Overton (@urduecksalesguy) of…
Ted Ings4 min read
Sales
If you spent merely fifteen extra minutes each day gaining one new sales idea or sharpening a sales skill, within a few years you would become an industry leader. Did you know that? It’s the premise…
CPI2 min read
Sales
“You’re selling enough accessories,” said no OEM ever. There’s always a push to increase accessory sales from district parts managers. It’s a booming industry on the aftermarket side, and OEMs want to…
CPI2 min read
Sales
General Motors announced Monday that it planned to idle five car factories in North America and cut roughly 14,000 jobs in a bid to trim costs. Spurred by low gasoline prices, Americans are snapping…
CPI2 min read
Sales
In the retail automotive business, successful sales managers determine a specific reason for every sales meeting based on a need or expressed desire While informational meetings explain the latest…
Ted Ings3 min read
Sales
A recent news report on CNBC claims that 75 percent of Americans regularly shop online at Amazon. That online shopping trend is carrying over to automotive sales, according to a survey by Chase, which…
CPI2 min read
Sales
Actors are just highly compensated salespeople. If they’re good, they sell you on a character and you buy it! All actors use words that someone else wrote. Like the pro’s, you need to practice enough…
CPI2 min read
Sales
Making a good first impression has a significant impact on sales success. And I’m not talking about exterior beauty. Frankly, it goes much deeper than that. You could be the most intelligent…
CPI1 min read
Sales
Cox Automotive recently measured emotional responses from car shoppers going through the purchasing process from start to finish. They noted that customers experienced emotional highs when dealing…
CPI2 min read
Sales
Part II - Making your "Evidence Manual" come alive! Imagine this ... you get back from your demonstration drive. Your customer is excited about getting their new vehicle. Your manager sends you back…
CPI4 min read
Sales
Look all over the Internet, Quora, Google, and online car market forums, and you’ll find a common question everywhere. “How much does a car salesperson earn per deal?” Answers vary from a set salary…
CPI2 min read
Sales
Imagine this: a new customer walks into the dealership, shopping for a new vehicle. You’ve done the needs assessment, the product demonstration, and there haven’t been any issues so far. It’s lining…
CPI2 min read
Sales
“What if you don’t train them, and they stay?” Today’s customers are more informed and have more options available to them than at any other time in history. And the products and services you offer…
CPI1 min read
Sales
Your guide to never forgetting to contact a client Do You Keep a "To Do" List? Sure this sounds so simple and elementary that you’re probably shaking your head and saying “Duh!”. But if you’re honest…
CPI1 min read
Sales
Picture walking into a dealership, searching for a pre-owned car. You’ve determined which make and model you want already, and the dealership has it. You just want to go for a test drive, get a fair…
CPI2 min read
Sales
People are paying more for cars than they ever have. Edmunds, a leading car information and shopping platform released data that spells out year-over-year increases in the average car sale price. From…
CPI2 min read
Sales
Do you dream about what the future will bring for you? Do you set your mind on things you hope to achieve? Do you dream about success? If not, you could be setting yourself up for a life of…
CPI1 min read
Sales
Recently, the story dropped of a salesman at Les Stanford Chevrolet Cadillac named Ali Reda. Ali has reportedly bested the long-standing sales record of vehicles sold in a year. The dealership claims…
CPI2 min read