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Making Rejection Work in Your Favor

When I speak to sales groups, the subject of rejection comes up often during our Q and A sessions. Rejection is a natural part of the business of sales, and it is critically important to learn how

Why Consumers Are Always ‘Passively Shopping’ for Next Vehicle

Automotive marketing and advertising company Jumpstart Automotive Group released its latest shopper study on Monday, drilling deeper down into the behavior patterns of women and

Hire for ATTITUDE and GOALS, Train for SKILL

During a recent conversation with a service manager at a high volume import store we had a discussion about how hard it is to get the right front line team assembled to handle the expected

Dealers Light on Website Service-Department Content

Auto dealership websites typically go heavy on vehicle sales, light on service-department offerings. That should change, at least somewhat, says Denim Simkins, a regional fixed-operations

Differences Aside, Dealers, Automakers on Same Team

Dealer-automaker relationships can get strained at times, but companies such as Nissan, which has not scored particularly high on recent dealer-satisfaction scores, are trying to make things better

The Merging Worlds of Technology and Cars

The line between the technology and automotive industries is blurring. The rise of rideshare companies such as Uber and Lyft means that transportation is being tied ever more closely to your cell phone,

AUTO FOCUS: Preparing for an Automotive Downturn

The strong recovery over the past seven years was a welcome antidote to the economic downturn of 2008-2009, when vehicle demand and production fell off a cliff. It is worth briefly reviewing

The Facts and Myths Said About Salespeople on the Phones [VIDEO]

Automotive salespeople aren’t good on the phone. Is this the common thought because salespeople aren’t naturally wired to talk on the phone? Or maybe because salespeople thrive in the face

Injecting the Power of Video into Your Content Marketing

Video content has pretty much become the preferred medium for consumers. Social media platforms increasingly give video content preferential reach and content producers have adjusted

Food is the Way to a Man’s Heart…But Not That Kind of Food

This common saying is certainly one that everyone knows. And, whether it’s true or not, has endured time. Why? Because someone cooking for you is an intimate act that is satisfying and elicits