In the first quarter of any given year, we are often asked by Sales Managers, General Manager and Dealer Principals alike, “What should be the focus of our variable training this year?” The question is also designed to ignite a …
Stick to your guns and be consistent and reap the rewards My definition of a sales process is a step-by-step approach to selling a vehicle that is documented, trained, coached, enforced, measured and celebrated. By this definition, most dealerships do …
Focus on mastering basic rules of business to improve your bottom line. The following four rules of business can act as a template for charting and planning overall performance improvement for your variable and fixed operation. As a dealer principal …
Let’s take a closer look at the bottom line return from leasing vs. financing. According to industry figures, lease penetration nationwide has dropped from 35 per cent down to 20 per cent, the lowest level in the history of leasing. Leasing has also not …
Showing customers how used vehicles are appraised can help avoid negative experiences. For both customers and Sales Consultants alike, the final presentation and discussion of the trade-in appraisal number is often the most awkward, nerve-wracking and contentious part of the …
Dealer groups often act as “frenemies” instead of allies. It’s costing you money. One of the significant advantages of a dealer group versus a single-point dealership is the ability of the group to centralize many of its resources and initiatives …
It should be a no-brainer to attract high-energy and motivated people into auto retail careers As we slowly emerge from another winter, dealerships across Canada will be hiring salespeople for the spring market and hunting for “The Next One.” However, …
It’s time to get your sales team back on track delivering amazing customer service Over the past two years, many dealerships have made record profits, and salespeople have enjoyed the biggest commissions in the history of the retail automotive industry. …
How to actually increase your market share during a slowing vehicle sales environment Vehicle sales may slow down over the next two or three business quarters. This depends on your brand and geography. However, even during periods of sales decline, …
Strategies to encourage factory order sales and mitigate delay and price increase problems Dealerships across Canada are losing anywhere from ten to 50 per cent of their factory order sales. Although there are situations where vehicles are delayed for prolonged …
Overcoming customer objections to rising interest rates Both sales consultants and financial services managers are increasingly facing showroom and e-lead objections to higher interest rates on both new and pre-owned vehicles. Some customers are fully aware and reluctantly accept today’s …
Today’s new salespeople want to work differently. Are you creating the environment they seek? Millennials (born 1981-1996) and Generation Zs (born 1997-2012) are not lazy, lethargic, entitled and directionless; and the more the leaders of an organization think this way, …
