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Jeff Cotton's Blog Posts Tagged 'auto' (4)

How to Hit the Hot 40

Believe me, please, when I confess that I understand the psychology and emotions that drive the highs and lows of showroom sales.  Your soul hangs in a valley on slow days yet soars into heaven the moment a fresh up drives onto the lot.

I’ve been there. I’ve lived that, and after all these years I still breathe car sales.

Since those days, however, I’ve learned a few new ideas about selling cars. One of the best tips I can pass along is this: Focus on the hot 40 if you want to…

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Added by Jeff Cotton on February 24, 2014 at 11:17am — No Comments

Sales Drop on Newton’s Head

It took a ripe apple dropping on Sir Isaac Newton’s head for gravity to shoot to stardom. Sales to existing customers are waiting to drop on your head, if you’ll simply look up, maybe propelling you to stardom yourself. 

In every dealer’s existing customer database are bushels of ripe apples ready for picking, if you can present them with the right offer at the right time.  Will you pick them -- or will they fall under another dealer’s tree? 

I want them to fall under…

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Added by Jeff Cotton on October 10, 2013 at 8:56am — No Comments

Clarity at 10,000 Feet

I have been fortunate enough to have the freedom and wherewithal to fly small aircraft. While my brain is busy with the mechanics of flying, my mind is free to nuance things.

 

Here is what came to mind one recent afternoon flying at 10,000 feet off the coast of Southern…

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Added by Jeff Cotton on April 29, 2013 at 9:37am — No Comments

Sell Five Cars before Noon

The service drive is the new showroom! In a given day, more car-sales opportunities drive into your service lane than will walk through your traditional showroom doors.

Putting a dedicated sales associate equipped with the right knowledge in hand in the service drive can consistently close 30-35% of service drive customers. The best your showroom team does is selling about 20 percent.

Service drive vehicle selling is powerful because you probably have all the tools at hand to…

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Added by Jeff Cotton on April 3, 2013 at 10:50am — No Comments

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