Sales & Variable OPS
Lack of Documentation Can Lead to Liability
Proper documentation has been a frequent theme of my articles. Dealerships face potential pitfalls if they fail to document all customer visits accurately. I have tried to offer readers explanations as to why each and every visit by a consumer should be clearly and...
Eliminate Doubt and Satisfy Customers’ Needs with a Consultative Approach
Interacting with informed customers can be a challenge as dealers try to overcome their concerns throughout the shopping process. In this month’s article, I provide practical tools to help salespeople conquer this obstacle. Please keep in mind that the most effective...
Marketing Maxims of Jolly John
My dear friend “Jolly John” Pulsifer was greeted by St. Peter on February 19 of this year at the age of 74, with 50 of those years in the business he loved, surrounded by the people he loved. I’m sure the first words out of John’s mouth were “Hi-Ho St. Peter!” I met...
Dealership Facility & Image Programs – Cost Reduction Opportunities
Dealership sales are growing once again and so too are the demands on the dealer’s time, their staff’s time and their financial resources. It seems like most manufacturers have some sort of required image program, requirements for facility upgrades or renovation...
The Japan Disaster and Vehicle Allocation Concerns
The Japanese earthquake and tsunami have rocked the automotive world. Honda has reported, at the time of this writing, that it is still not able to manufacturer the Fit small car, the CR-V crossover and the Acura TSX sedan. Toyota announced that it will resume only...
Is It the CRM or Is It the Process?
Every so often I hear from GMs who insist their salespeople must have the latest, greatest CRM with every bell, whistle and thing-a-ma-ding ever invented. My advice to them is to ask themselves this question: is it the CRM that???s the problem, or is it the sales...
The Truth about ‘Potential’
A top reason an under-performer is kept on a payroll despite failing to realize results is because his or her manager touts the person’s “high potential.” This is notwithstanding the fact that the employee has accomplished little or nothing of significance in their...
More on Becoming a 10X Dealership
It’s complicated to be an Internet-savvy dealer. Pricing, dealer web site SEO, social media, Internet structure and staffing, lead management, there are many critical success factors, and just as many potential points of failure. If you’re a dealer whose doors are...
Selling When Out of Control — Forgetaboutit
The hot ticket these lean days is attending some type of "service sales" workshop, webinar, or similar rodeo, teaching dealer service professionals how to create and sell additional flat rate hours during the service drive reception process, and/or inspection results...
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