Many customers who financed their vehicle purchase are invited back to their selling dealership for an upgrade sale three or four years into their ownership experience. Once their vehicle is appraised, they discover that the payment for a new model …
Why closing is the wrong focus for modern dealerships If you’ve seen Glengarry Glen Ross, you’ll remember Alec Baldwin’s infamous sales speech: first prize is a Cadillac, second prize is steak knives, and third prize is you’re fired. His mantra, …
The most effective closers build a case, present evidence and close with logic At the end of a trial, a prosecutor stands before a jury and reviews all the evidence presented during the case. The goal is simple: convince the …
A simple delivery-day video strategy can help shape buyer perception, build trust, and extend the sales conversation well beyond the showroom. Pre-framing is an influence tool that allows you to shape someone’s thought process about an event or topic before …
From merchandising and follow-up to financing and inventory selection, small execution improvements can add up to meaningful gains If you want to sell more used vehicles this year, there are several practical strategies worth revisiting — many of them rooted in …
Follow these tips to generate more appointments from E-leads Most dealerships struggle to generate appointments from e-leads and give up reaching out to an e-lead prospect after being “ghosted” after several attempts. Most dealerships do not value e-leads as an …
Stop pushing new vehicle inventory or your prospects will tune you out At any given point in time, eight per cent of the population is in the market for a newer vehicle. These are called intenders. Dealerships all fight for their share …
Upgrade opportunities abound but you need a consistent process Before spending more advertising dollars trying to attract new customers, ensure you have solid procedures in place for “Upgrade Opportunities.” Who can you target? Any customers who paid cash; Any finance …
Survival strategies for Canadian dealers How can dealers maintain sales momentum if a 25 per cent U.S. automotive tariff is sustained? The Canadian auto landscape has been fundamentally reshaped by the implementation of 25 per cent tariffs on Canadian automobiles that came …
Part 1 of our look at why having a SUPERdesk can help consistently boost your sales performance Sales Managers and Dealer Principals always ask us what we mean when we talk about the “SUPERdesk”’ concept. In this column, I’ll provide …
New approaches help ease the painful customer interaction when assessing the value of their trade Should you quote a trade-in value on a sales call or an e-lead? This question gets the most debate when facilitating Sales Manager workshops across …
Longtime columnist Chris Schulthies is retiring and offers his farewell thoughts I began selling cars in 1986 at Grant Brown Pontiac Buick GMC Cadillac in Toronto. At 22 years of age, this was not a mindful career decision, but a …
