Practical articles for dealership teams on the service drive, the sales floor and in the F&I office.
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Sales
The Peter Principle states that in a hierarchy people tend to rise to “their level of incompetence.” This basically means that as people are promoted they become less and less effective because…
Ted Ings6 min read
Sales
Do you want to outperform the competition and be the top salesperson or service advisor in your company? Or better yet in your industry? One, simple step could be the move that pushes you over the top…
Ted Ings5 min read
Sales
If you want to make long term connections with your customers and build brand loyalty, you need to learn to speak their language. It sounds easy enough, but every customer is unique and you need to…
Ted Ings5 min read
Sales
A long time ago, in a faraway galaxy, there was a Star Cruiser dealership located on a planet riddled by intergalactic turmoil. The cosmic unrest stressed out the dealership’s customers, causing them…
Ted Ings3 min read
Sales
Often when we speak, we are unaware of the message that we are conveying. In the digital age, we are becoming more and more reliant on written communication but in the car sales industry, face-to-face…
Ted Ings5 min read
Sales
Competition is fierce these days: companies spend millions on research, investment, and of course, training, to stay in the game. To remain relevant, you and your field team must continually work…
CPI4 min read
Sales
When you make a sales presentation, you need to connect with your customer and help them conjure up a positive image of the sales process if you want them to purchase a vehicle from you. This is…
Ted Ings5 min read
Sales
“Choice”, An act of choosing between two or more possibilities. A range of possibilities from which one or more may be chosen. (Oxford Living Dictionaries) "Choice" is often described as the ultimate…
Ted Ings5 min read
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
Respect Your Customer and Share Control of the Sales Process “Control”, the power to influence or direct people’s behavior or the course of events (Oxford Dictionary) Today’s customers don’t want to…
Ted Ings4 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
Do you want your managers sitting in their comfy offices, only venturing out every now and then to ensure that the minions are working hard, and more importantly, haven’t forgotten their place in the…
Ted Ings5 min read
Sales
To become an excellent salesperson, you need to act like one. When you kick back with a bucket of popcorn watching Indiana Jones, you become transfixed. Automatically, you believe Harrison Ford is a…
Ted Ings3 min read
Sales
The end of the month frenzy is not limited to whether or not your dealer will hit the sales objective - as the infamous online OEM training courses are due. Knowing that if your dealer does not…
Ted Ings7 min read
Sales
These days, when people need a ride, they pull out their smartphone and request a Lyft. And, as if that wasn’t easy enough, they expect the driver to be there in mere minutes. There’s no waiting…
Ted Ings4 min read
Sales
Looking to close more deals? Here are 8 proven tips Great salespeople are made, not born, they become great by taking advantage of every nugget of wisdom they can find. This is the attitude you need…
Ted Ings6 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
The retail market place is changing, and sales managers need to change with it. Customers have become savvier and are wising up to many of the classic “old school” negotiating techniques commonly used…
Ted Ings5 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
Trust is a fundamental cornerstone of any relationship. Whether it is with your family, friends, boss, employees, or customers, a successful relationship needs to be built on a strong foundation…
Ted Ings5 min read
Sales
What’s your New Year’s Resolution? To work out more? To lose weight? While both are worthwhile goals, as a sales manager, there’s something else you should focus on: walking the dealership every day…
Ted Ings3 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