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.
Podcast: Training Techs to Reduce Turnover
Tom Palermo, vice president and general manager for Preferred Automotive Specialists, discusses training your techs to reduce turnover.
Cementing the Service Relationship
Most dealers aren’t taking the simple extra steps needed to cement the service relationship with customers. They’re failing to realize the impact that proactively building the bridge between service and sales in your dealership can have on a dealership’s bottom line.
I Don’t Understand
Why do dealerships spend enormous amounts of money to stay on the cutting edge of technology and marketing, but then make it virtually impossible to do business?
The Micromanager
Some very successful leaders use micromanagement strategies with new hires until they’re sure the person has the right skills, talents and behaviors to take on their duties. They know when to back away and loosen the tightrope of control. The problem, however, occurs if they don’t know when to stop.
Motive and Educate: What Your Team Needs From You as a Leader
No matter which vehicles you sell, what services you provide or how long you’ve been in business, your most valuable resource will always remain the same: your people. Those who make up your team will be your greatest asset or your greatest liability. As a leader, either of a team or of the entire company,
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?
Podcast: Teaching and Learning in Leadership
Bill Wittenmyer of ELEAD1ONE speaks with us about the role of teaching and learning in leadership.
Leadership Legacies: Why Great Leaders Mentor Instead of Manage
Put yourself in your team’s position for a second. Think about everyone you’ve worked for with the word “manager” or “director” in their title. Now think about those who have had the most significant impact on your professional and personal life.
Podcast: Getting Out of Your Own Way
Master Trainer Duane Marino of Duane Marino Automotive Solutions shares ways to get out of your own way when selling vehicles.
Podcast: The Shot-Clock Mentality
Sales Trainer Marsh Buice returns to discuss ways to use a “shot-clock” mentality in the sales game. marshbuice.com
Feast or Famine? Not If You Know How To Prospect!
Times are tough, but as an old adage reminds us, “When the going gets tough, the tough get going.” In the automotive industry, good salespeople know how to ride economic waves.
