Instead, lead by example. (Part 2) Part one of this article appeared in the July 2021 issue. The problem: Regardless of industry experience, many salespeople simply don’t know how to make effective outbound phone calls (and their sales managers assume …
Instead, lead by example. “Get on the phones, make appointments!” is one of the most single, dreaded statements to the panicked ears of dealership salespeople. Whenever walk-in traffic dwindles or when dealerships are behind their monthly sales target, sales managers …
Part 2 of 2 When it comes to trade-ins, embracing and updating your in-store and online sales process can represent one of your biggest opportunities for improved trade-in acquisitions and an improved customer experience. Fumble Many dealerships appraise the trade-in …
Customer trade-ins are often the most fumbled aspect of a dealership’s showroom and online sales process. Many sales consultants admittedly dread the entire appraisal process and the “walk of shame” across the showroom floor to deliver a trade-in value to …
E-leads are the new walk-ins, and should be treated as first-class customers. Some of your customers are walking through the doors of your physical dealership. Other customers are walking through the doors of your digital dealership. Both are customers. Both …
Sales consultants, especially amid and post-COVID, will need to dive into the digital aspects of the job while still balancing the physical demands. “If we strive to provide a ‘world class’ experience, what are the skills that sales consultants need …
Vehicle presentations are on the verge of extinction. They not only need to be saved — they can be, through modernization. The Gray Whale, the White Rhinoceros and the Siberian Tiger were once on the endangered list and have been …
From showrooms and online processes, there are few areas, if any, that will escape transformation. The evolution of the retail automotive industry is ongoing and ever-changing: COVID has sparked a revolution. The following trends are here now and while some …
Should I have a BDC? Should I have a separate Internet sales department? Should I just have all my salespeople reply to e-leads? These are currently some of the most asked questions by dealer principals and general managers. Let’s break …
VALUE AND NOT JUST PRICE CAN BE A MUCH BETTER PROPOSITION WHEN IT COMES TO SELLING USED VEHICLES Depending on who you talk to, the term certified pre-owned conjures up many different associations, definitions and reactions. To a consumer the …
IN THE SECOND PART OF HIS ANALYSIS AT HOW F&I PAY PLANS CAN NEGATIVELY IMPACT THE BUSINESS OFFICE, CHRIS SCHULTHIES FOCUSES ON THREE MORE ASPECTS THAT SHOULD BE ANALYSED. In the last issue, we laid out five criteria dealerships need …
