SALES & VARIABLE OPS
The Lollipop 1 Model
By Tom Kline, Lead Consultant and Founder, Better Vantage Point Would you ever give a little child a lollipop and then take it back? Outrageous, right? This causes hurt feelings, destroys trust, and creates anger. You create this same dynamic with customers when you...
Pricing Above MSRP: The Pros, Cons, and How to Save Your CSI
By Tiffany Peeler, VP of Sales & Operations, Proactive Dealer Solutions Many home buyers have been forced into bidding wars due to the pandemic housing market, with the winner paying well over the listing price. This was unheard of in most markets 10 years ago....
A Goal Without a Plan is Just a Wish
By Michael Renaud, General Manager, Alan Ram’s Proactive Training Solutions It’s a brand-new year and with that comes a chance to start over. New dreams mean bigger goals and for some of you, this is your shot to hit the reset button. No looking back, just charging...
8 Practical Sales Strategies to Drive Customer Engagement
By Lawson Owen, Founder & CEO, Proactive Dealer Solutions Auto retail is moving away from “lead capture” and toward customer interaction because car shoppers are more educated and want more control over the buying process. As a result, the goal of the salesperson...
Making The Most of the Inventory Shortage
By Jose Morales, Director of Strategic Partnerships, Applied Concepts We all know that with the current inventory shortage, it is pretty easy not only to sell a car but to make a healthy profit. The question is, at what cost? The sales staff at auto dealerships have a...
Is the Road to the Sale Dead?
By Sean Reyes, Chief Marketing Officer, Recall Masters For decades, dealerships have followed a specific formula when dealing with car shoppers. Why? Because, for the most part, it worked and led to not only a sale but a transaction that would ultimately result in...
Should We Say Goodbye to F&I for the Sake of Customer Experience?
By Arnold Tijerina, Director of Business Development, Dealer World In this day of shrinking front-end margins on vehicles, you have dealers increasingly battling it out at auction for used car acquisitions and customers demanding a more streamlined buying process....
Good-Bye, Mr. Sales Manager
By Tom Kline, Lead Consultant & Founder, Better Vantage Point This is a real letter of a real dispute from a real customer who was really upset. The content is real. (The content inside the parenthesis is not.) “Good Day, Mr. Sales Manager (Who every car dealer...
5 Practices of Successful Sales Managers Today
By Dan Dulik, Director, Product Marketing, CDK Global/Elead As a dealership Sales Manager, your role is to build, cultivate, and manage your team. But how do your responsibilities change when there’s virtually no new inventory on the ground and your sales team may...