I need an email address. What are the miles? Is the wife on the title to the trade-in? The insurance card is expired. Where’s the etch number? What color is the vehicle? Is there a PO Box I need to make sure is on all the paperwork? I could continue, but as you are probably standing over a trash can eating your lunch while reading this article–I’ll be brief: welcome to … [Read more...] about The ‘Why Behind’
dealership business
A Better 5-Step Plan to Product Sales Success
Whether you’re launching a new F&I product, a new bundled package or want to increase the penetration of products you’ve displayed on your menu for some time, developing a detailed plan for success never goes out of style. What will make your five-step plan more fruitful is how it will give your sales and F&I teams tools for planting the seed of desire in prospects … [Read more...] about A Better 5-Step Plan to Product Sales Success
The Sales Funnel & The Shape of Water
Between a busy career and a larger than average family, I don’t get much time to indulge in a good movie. As it so happens, one of my best friends is a self-confessed cinephile. So when he demanded me seeing Guillermo del Toro’s The Shape of Water when it came out, I thought I had to make the time sacrifice. In a word, the movie was weird. But, do you know what’s even weirder? … [Read more...] about The Sales Funnel & The Shape of Water
Kissing Babies & Shaking Hands: Reality of Social Sales
Ali Reda sells more cars each year than any other human being on the face of the earth, and whenever he gets ready to leave a local restaurant, his wife and kids know it's going to take them a good twenty minutes to make it to the exit while Ali is shaking hands, working the room and making friends all the way to the door. Getting to know people. Letting them get to know … [Read more...] about Kissing Babies & Shaking Hands: Reality of Social Sales
The Power of a Live Turnover in the BDC
In the not too distant past, I used to pat myself on the back if I took a turnover on a phone call at a dealership from a Business Development Representative (BDR) and closed the appointment after a fifteen-minute conversation. Now, I realize that I could have set THREE appointments in that same fifteen minutes. It is said that there are 3 main reasons why an … [Read more...] about The Power of a Live Turnover in the BDC