Five Team-Building Exercises for Your Next Sales Meeting
I'm a big advocate for sales training. I think meetings and training are important aspects of building a…
News March 7Latest in: Sales and Finance
Ask for the Sale, but Do It the Right Way
A recent survey of automotive dealership service department customers revealed a startling observation: half the vehicle owners surveyed…
News March 3
Servicing Should Be a Love & Info Fest
This is a typical conversation I had with my customers every day at my shop. I made sure…
News March 3
Nobody Can Blame a Salesperson
In today’s automotive world, dealers are not interested in hearing about the problem or wanting to know how…
News March 3
Two Perspectives On Sourcing Auction Vehicles
The first dealer wants the car because he’s sold a few of the same units recently, and did…
News March 3
5 Ways a Closed Floor is More Efficient and Profitable Than the Traditional Open Floor
Six sales reps stand outside the showroom doors. Two smoke cigarettes and gaze off into space. The third…
News March 3
Stop the Lunacy!
For the past 15 years or so, technology has existed which enables customers to schedule service appointments online.…
News March 3
In the Trenches – Future Predictions from a Millennial Finance & Technology Executive, What Dealers Need to Do to Be Prepared
The traditional vehicle buying and financing process is coming under pressure from a number of front, which are…
News March 2
Used Car Market Insights – Week of February 27, 2017
Welcome to this week's edition of Black Book Market Insights, with in-depth analysis of used car and truck…
News February 28
Can Your Used Car Buyers Trust You?
Consumers have plenty of choices when it comes time to buy a used car – private sellers, independent…
News February 27
