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All ADM Blog Posts Tagged 'cars' (271)

How To Flood Your Dealership With Customers

There is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and tactics. Strategy is your overall goal for your business and your overall marketing philosophy to achieve those goals. Tactics are executable actions you take to achieve those options. The good news is that once you have clarity about your strategy, and then apply emotional direct response marketing…

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Added by Mark Tewart on February 26, 2014 at 9:00am — No Comments

How to Build a Winning Team

Each year at the start of football practice, Vince Lombardi, the coach of the Green Bay Packers started his season the same way. His opening statement to his players was, “This is a football.” Every year, John Wooden, the legendary basketball coach of the UCLA Bruins started his first practice of the season by demonstrating to his players how to properly put on their socks to prevent blisters. Pretty basic stuff, huh?

 

Notice the similarities between Wooden and Lombardi in the…

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Added by Mark Tewart on February 25, 2014 at 9:00am — No Comments

Has The Severe U.S Winter Shifted Car Shoppers Preferences?

Has the winter of 2014 altered what kind of vehicle choices are made by drivers? Swapalease.com, the nation’s largest car lease marketplace, reports a slight change in vehicle preferences this winter, with utility vehicles replacing certain car segments in many locations.



During the previous three winters, a mix of car segments and smaller utility vehicles carried a large percentage of lease…

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Added by John Sternal on February 25, 2014 at 8:04am — No Comments

Find Car for Client ...not Client for Car!

Joe's been "Smartphone" browsing for trucks while he's on his lunch break. He spots a 5 year truck on YOUR dealership's site and thinks it could be the right one.

Joe calls the dealership and a salesman tells him the truck's still available ..."ask for Andy!", says the…

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Added by Tom Vann on February 24, 2014 at 9:18am — 1 Comment

Why Dealerships Struggle: Part 3

What is the plan at your dealership for training your team members? If it is what I have seen at most dealerships, it’s not enough. As a matter of fact, if you are operating at the industry standard, it’s embarrassing. Dealerships that struggle always have people who are not trained enough or trained properly.

 

In 2011, NADA stated that the average automobile dealership in the U.S. spent $654 per vehicle on advertising. How much per car was spent for training? I don’t know the…

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Added by Mark Tewart on February 24, 2014 at 9:00am — No Comments

Tax Season Has Arrived

Hello and welcome to this week’s edition of Beggs on the Used Car Market with data from Black Book. Thanks for tuning in this week and also for the comments we received over the past week about the market activity.…

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Added by John Sternal on February 24, 2014 at 8:45am — No Comments

Is Your Lease In Demand Overseas?



Swapalease.com, the nation’s largest car lease marketplace, believes a growing number of U.S. leases are being taken over for the purpose of getting shipped overseas at the end of term, particularly as fewer lessees and dealers plan to keep the leases because of the changing equity position.

In several European markets, pent-up demand is pushing up local car sales. Exports of U.S. cars have been on the rise, with brands like Ford and Honda showing increasing exports recently. In…

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Added by John Sternal on February 21, 2014 at 6:00am — No Comments

Why Dealerships Struggle: Part 1

In what now can be considered a good selling market — and what many predict will soon be a booming market — there are many dealerships under-performing, and some mightily struggling.

Why? Although there can be many reasons for dealerships that struggle, after two decades of consulting, coaching and…

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Added by Mark Tewart on February 20, 2014 at 9:00am — 9 Comments

Tax Buying Season May Put a Pause on Expected Used Car Prices Falling

Used car prices are expected to fall -13.5% this year, compared to -12.8% in 2013. However, this rhythm of price drops is expected to take a pause over the next 45-60 days as buyers use their tax rebate checks to purchase used cars, known as the “tax buying season”.

 

If similar patterns follow last year’s trends, keep an eye on the following four segments, which may show price increases in the…

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Added by John Sternal on February 20, 2014 at 8:27am — No Comments

Are You A Professional or A Lot Lizard?

Drive up to a dealership and you will most likely see a lot lizard. Their species is easy to spot. They tend to congregate in front of the dealership, smoking, joking, complaining and waiting to wait on someone. Notice I said waiting to wait on. These lizards are a curious species in how they tend to look for prey. The professional is a different breed. The professional tends to not wait on much or for long. The professional has goals, a work plan and is too busy taking action…

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Added by Mark Tewart on February 19, 2014 at 9:00am — No Comments

How To Get Your Customers To Say "Yes"

Robert Cialdini is a social scientist who wrote the book Influence: The Psychology of Persuasion. In the book, Cialdini describes six different influences that get people to say “yes.” In this article, I would like to review those six influences and how that relates to selling vehicles, and add one more form of influence that will assist you in getting your customer to say “yes!”

 

Reciprocation — Human nature creates an urge to pay back debts. These debts can be in the…

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Added by Mark Tewart on February 18, 2014 at 9:00am — No Comments

Let Your Fantasy Be Your Reality

“In the mind of the beginner there are many possibilities, and in the mind of the expert there are few.”-Suzuki Roshi

 

What would you do in your sales career if you did not have limitations? Everyone has self-imposed limitations. These limitations can stem from several strong forces – environment, childhood experiences, workplace profiling, etc. Never allow anyone to pigeonhole you into who you supposedly are or who you are not.

 

People in your work…

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Added by Mark Tewart on February 17, 2014 at 8:30am — No Comments

People Buy From People

As a sales professional, it can be an eye-opening experience when you go shopping for yourself. Weaknesses in other’s presentations can teach us lessons about how to strengthen our own. One common theme you might notice is that many people don’t seem to recognize that people don’t buy products or services. People buy from people.

 

People buy solutions to perceived or real problems. Good sales people assist buyers in solving their problems through emotions, visual imagery, and…

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Added by Mark Tewart on February 14, 2014 at 8:30am — 4 Comments

Negotiate Like a Professional

Negotiating can be done in a professional manner that can increase customer satisfaction while helping to protect both parties’ interests.

 

Let’s first look at some of the problems that give negotiating a bad name and then look at the solutions. A lack of training in negotiating in the automotive industry has put sales people at a disadvantage. Usually, a sales person is taught how to negotiate in a learn-as-you-go method. Although all learning must be accomplished by doing,…

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Added by Mark Tewart on February 13, 2014 at 8:30am — No Comments

Privacy & Data in the Age of the Connected Car

In recent articles by both CNET & Automotive News, it’s reported that U.S.…

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Added by Richard Holland on February 13, 2014 at 6:30am — 4 Comments

You Can Make Gross Profit In The Digital Age

“You can’t make gross profit anymore now that we are fully in the digital age.” That is a common observation repeated every day by frustrated salespeople and managers. The reality is, that simply is not true. Gross profit is and always will be possible — if you create and practice the right elements for profit.

                              

First of all, it is never possible to make the profit you desire without the right belief system and mindset. If you believe you cannot…

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Added by Mark Tewart on February 12, 2014 at 8:30am — No Comments

Are You Lucky?

Do you believe in luck? Do you consider yourself a lucky person or are you waiting for your ship to come in? There is a difference between luck and randomness. You should create your own luck and remove the randomness of your results.

 

Recently, I conducted a sales meeting for a business. Before I gave the meeting, I entered the meeting area before the sales team arrived and I taped a $20 bill to the bottom of a chair. During the meeting, I asked everyone to stand up…

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Added by Mark Tewart on February 11, 2014 at 8:30am — No Comments

In Seven Weeks For the First Time Cars Are Holding Better Value Than Trucks Are.

Hello and welcome to this week’s edition of Beggs on the Used Car Market, the very latest used car market data provided by Black Book and Ricky Beggs. Well, at least in the southeastern United…

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Added by John Sternal on February 10, 2014 at 12:20pm — No Comments

The Simple, Yet Most Important Word

Recently, I conducted one of my sales seminars where I spoke about ideas that center around the following skill sets — sales, people, life and marketing. Some of the attendees at the program had been to three, four or more of my seminars in the past. In listening to the results of many of the repeat attendees, it struck me like lightening what the most important word I heard over and over in their successes: action.

 

In a series of recent sales meetings, I explained a…

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Added by Mark Tewart on February 10, 2014 at 8:30am — No Comments

What Business Are You In?

What business are you in? “The car business” would probably be your normal answer. I would invite you look deeper into that question. Rarely, is your first answer to that question your most accurate answer. The majority of businesses fail, or fail to reach their potential, because the owner and managers haven’t figured out the most important and most basic question: “What business are we in?”

 

Saying you are in the car business seems logical. However, that answer does not stir…

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Added by Mark Tewart on February 7, 2014 at 8:30am — No Comments

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