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Jeff Cotton's Blog Posts Tagged 'cars' (3)

An Rx for Rosier Pre-Owned Inventory

How does your dealership acquire its most desirable pre-owned inventory? Aren’t the vehicles you previously sold your best candidates…aren’t they the vehicles your market wants most and that hold their gross best? 

Sure they are. Trouble is, given the increasing buy cycle gap, most dealers aren’t seeing the trade opportunities for such models as they’d like. …

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Added by Jeff Cotton on August 26, 2014 at 9:00am — No Comments

7 Wrong Ways to Sell Cars

Some observations on selling cars, as I understand our business today:  

  • Hiring: Not only do dealerships in this market need more sales associates, the hiring process should be more selective. Dealerships need people who can sell by phone.
  • Selling: Total sales are the best…
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Added by Jeff Cotton on May 16, 2013 at 10:03am — 1 Comment

Forget Ups and Close Like Crazy

I made a very prosperous living selling highline automobiles. My sales strategy made happy customers happier and because my sales were MSRP or better they made my boss quite happy too.

 

My strategy? I rarely took a showroom up.

 

Taking ups, as much as we love the rush of that pursuit, results in closing rates under 20%. You could be closing half or more if you prospect the right opportunities.

 

This kind of progressive selling is the future of…

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Added by Jeff Cotton on April 15, 2013 at 2:30pm — No Comments

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