The 80/20 Rule for Sales Training
I have always been in sales, but I can’t remember the last time I used a closing phrase. If I do my job well, the customer should be asking me to buy. If I have to rely on a memorized word track to try to close a deal, then I have failed.
Kill the Smell to Close the Sale
Scented sprays are a fast, inexpensive method of masking odor, but carpeting, upholstery, seat belts and headliners trap and hold odor, which is still there when the perfume wears off.
2018 Brings Record Profits for Dealers
You must believe in the concept that 100 percent service absorption will put you on the road to having a record year. You then must transfer this attitude to your entire management team. Yes, I said entire management team — including those folks in the front end.
Improving the Customer Experience With Better Call Connectivity
Consider this: The average customer will call up to seven dealerships, but only walk in to one or two. You want to be one of those dealers.
Stop Closing and Start Serving Your Way to Sales Success
For as long as any of us can remember, the No. 1 tool of sales training has been closing techniques. More books exist about “closing” and “magical closes” than any other sales topic. This is very likely why most people don’t like salespeople and dread visiting a dealership showroom to buy a vehicle.
The No. 1 Reason Why Dealerships Fail to Maximize F&I Profits
Customers already spend hours researching vehicles online. Online checkout allows buyers to walk through the buying process online, including choosing accessories, estimating their trade-in value and reviewing F&I upgrades. All this is done in the comfort of their own home, at their own pace.
Artificial Intelligence: A Big Win-Win for the Car-Buying Experience
AI, when combined with natural language processing and machine learning, can help buyers research and compare vehicles and make it faster and easier to find the one best suited to their needs.
Ditch the Purple Gorilla: Create a Dealership for Today’s Customer
Is your dealership set up to be proactive and make the most of that 21 percent of customers’ time? Or are you stuck in old processes built for old customer shopping patterns?
Don’t Let Others’ Judgments Affect Your Own
In a storm, we may not be able to control the strong winds that blow our way. Even so, we can adjust the sails to take advantage of these winds and gain the maximum momentum from them.
Hidden Profit Centers
Nothing helps retain a customer better than a strong PPM program. Why leave 80 percent of your customers out when it is a great value for them and creates a customer for life?
BDCs or Customer Engagement Center? It’s an Easy Decision From the Customer’s Point of View
Why do we make it so hard for consumers to buy cars? Today’s car shoppers want to know details about the potential transaction and many BDCs are simply not equipped and, in many cases, are not permitted to provide this information.
How Responsible Are You for KPI Scores?
Do you want 12 to 15 quality tickets with high KPI because they were able to give your clients the time and attention they deserve, or do you want a higher ticket count with mistakes and missed opportunities because they went into survival mode?
