Webster's Dictionary defines a Professional as "a person engaged in a specified activity as one's main occupation rather than as a pastime." The world of Sales especially requires this desire because it takes time to build relationships, referrals, and longevity in the business. Throughout my career I've developed a discernment for people that just wanted a JOB versus those … [Read more...] about Be a PRO in Your Dealership
They are coming in scared. They are wearing gloves. They are wearing masks. For the first time in history, they aren’t stealing our pens! In fact, they are bringing in their own. We are all in similar situations. We are interacting with customers in a very different fashion than we are used to. The playing field has once again been leveled. We have a tremendous amount of common … [Read more...] about Conquering the Corona!
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
"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
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…