You may have heard of the motivational sales phrase, "always be closing." But, when it comes to handling internet sales leads, dealerships really need to be thinking "always be experimenting": Define a process, test it, improve it. I recently had the pleasure of speaking with Joseph Davis about this topic. Joseph is the E-commerce Director for the Ewing Automotive Group in … [Read more...] about “Adapt or Die” Why Dealerships Need to Experiment with their Internet Sales Lead Processes
Sales Training
How To Sell More Cars Working From Home In Your Underwear
"Just get 'em in the door" isn't good enough anymore. And in a lot of places right now, it's against the law. Many salespeople are furloughed, working limited hours, or staring out at empty showrooms during the Great Quarantine. You can't do business the old way and still maintain social distance. But fortunately you don't have to. While many dealers are doing … [Read more...] about How To Sell More Cars Working From Home In Your Underwear
8 Tips to Consider Before You Drop the Price…
Have we forgotten, or worse, have we failed to teach new sales managers some of the methods in selling aged inventory outside of having to discount the price? The perspective in our industry over the past ten years is that the only way to sell an aged used car is to drop the price until it sells. While it can be an effective strategy; it costs the store gross profit, and is not … [Read more...] about 8 Tips to Consider Before You Drop the Price…
Service Waiters: The Overlooked Audience
When I enter a new showroom for the first time, it’s never long before I make my way over to the service waiting area. You can tell a lot about a dealership by their service waiting area, and I get a kick out of most of them. I remember the old school waiting areas that flaunted a circle of plastic chairs around a small television, and a table off to the side with an old … [Read more...] about Service Waiters: The Overlooked Audience
Carvana Has Nothing on You
According to a recent Cox Automotive study, 83% of consumers want to start their car buying journey online. Given the growth of digital shopping experiences in categories outside of automotive, this desire shouldn’t surprise anyone. Over the last decade, we’ve seen other industries develop strong digital retailing options that supplement or even supplant the in-store … [Read more...] about Carvana Has Nothing on You