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Dealer/GM NewsDigital DealerPre-Owned Sales & Marketing StrategiesSales & MarketingSales ManagementSales Strategies
My Recommendation
A popular quote often attributed to George M. Cohan (and others) is, “I don’t care what the newspapers say about me, as long as they spell my name right.” It’s an interesting perspective, but it is definitely not my advice, especially in
May 16, 2012
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Digital DealerLead Management & CRMPre-Owned Sales & Marketing StrategiesSales & MarketingSales ManagementSales Strategies
Closing is a Breeze When…
You master commonality-based rapport. Regardless of which type of first contact we made with our prospects, be it via live chat, a phone call, a lead or as a guest on our property, it is imperative that we understand and master commonality based rapp
May 11, 2012
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Dealer ManagementDigital DealerFinance & Insurance NewsPre-Owned Sales & Marketing StrategiesSales ManagementSales Strategies
Warning: Stop ‘Flying Blind’ with No Clear Accountability
Implementing change to fix or improve any process requires you to have a plan of action and clear ability to track the effects of the change. Without this you are “flying blind” into the changes and have no way to see if the money you have spent
Apr 26, 2012
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Digital DealerFinance & Insurance NewsPre-Owned Sales & Marketing StrategiesSales & MarketingSales ManagementSales Strategies
Taking Her Call
Selling to women over the phone, an essential part of the dealer equation these days, presents many opportunities for a salesperson to show the kind of people skills that will make the deal go smoothly and rapidly. And if you do it right, it can resu
Apr 17, 2012
How Much Progress?
In 1995, when the first online car-buying program was made available to the general public, the premise was two-fold. The idea was to use the Internet as a way to provide consumers upfront pricing within a customer-satisfaction oriented buying proces
Apr 4, 2012
The ISM Metamorphosis
There is a fundamental shift that occurs for many Internet sales managers. Though most were hired to manage Internet leads, make phone calls and sell cars, the evolving state of our industry has required them to take on more roles. With these new res
Apr 4, 2012
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Dealer ManagementDigital DealerFinance & Insurance NewsPre-Owned Sales & Marketing StrategiesSales ManagementSales Strategies
Evaluate and Fix your Broken Internet Process Now!
Having all of the technology in the world will not help you when it comes to the human touch, communicating and connecting with customers in a way that not only builds commonality, but gives the customer the “I gotta guy” feeling. The biggest buz
Mar 28, 2012
Selling Pre-owned – Value or Price?
Seems like no matter how things change in our business, some basics still prevail. Dealerships today can utilize any number of computer pricing models all designed to capture shoppers through price. One could think “low bidder wins”. But if you u
Mar 25, 2012
Three Reasons the Used Car may not be the Problem
I hear the following from dealers several times a week: “That car doesn’t work for us.” “Why?” I’ll ask. “We tried it before and we got burned” is a typical reply. “Well, let’s take a look,” I’ll say. This “look” at market
Mar 25, 2012