AI & The Future of Dealerships
Mobile Analytics and the Digitally Savvy Auto Consumer
It’s no revelation that auto marketers have turned their sights squarely to digital. The savvy auto marketer has incorporated nontraditional channels...
Lot Stocking: Sometimes Familiarity Isn't Your Friend
Familiarity is often a dealer’s friend. You arrive at work at the same time, greet customers the same way, negotiate deals the same way, and leave...
Going Digital Doesn't Mean Giving Up the Personal Touch
The automotive industry’s move to digital can make the personal touch seem irrelevant. These days, people interact first with dealerships online...
Strong Sales + High Inventory: A Great Opportunity for Your Used Lot
Looking at the abnormally good auto sales this past February, it's safe to say that it doesn’t matter what time of year it is, consumers just want a...
The Consumer Experience: Get It Right With Human Interaction
It’s a consumer experience so many people know, yet so few love: buying a new car. Although the outcome is something to look forward to, the journey...
Yesterday's Sales Tactics Vs. Today's Buyers
There is a huge disconnect between today’s car salesperson and today’s car buyer, and I have just experienced it. I’m looking for a specific car –a...
Has Any Customer Ever Said They Wanted to Buy this Way?
It’s been over 20 years since I was a car salesman. I loved being a car salesman, and I was good at it. Still, I left the business. One reason that...
Three Simple Changes for Increasing Your Internet Sales Now!
Online initiated sales have been growing in our industry for some time now. In fact, here at Ciocca Hyundai in Lebanon, Pa., 60 percent of our new...
Opportunity Selling is for Every Dealer!
Opportunity selling, a variation of data marketing, can sell cars for dealers of most any dealership. The determining factor is compelling...
Google: Online Car Shopping is Now the Norm
Google’s recent “Digital Drives Auto Shopping” study could have been named “Of Course People Use the Internet to Shop for Cars.” The stats all show...
My Best Advice for Increasing Internet Sales Opportunities
In the nearly five years that I’ve served as internet sales manager for Gary Lang Auto Group, we’ve worked very hard to attract and convert more...
You Can Handle the Truth
Objections are as much a part of your job as they are for any judge in a courtroom. For sales pros, they’re the reasons customers don’t want to...