ADM serves Car Dealers, Automotive Marketing Pros and Internet Sales Managers
In my 30 years in the business, I have never seen such a lack of civility, leadership and professionalism in the automotive industry. You can find managers anywhere, but developing leaders is a much more challenging task. Managers are integral, but leaders are essential. It does not take character, guts or vision to manage things, but it takes all three to lead people.
Here are common characteristics I see quite often from managers in dealerships…Continue
Added by Mark Tewart on December 27, 2013 at 8:00am — No Comments
The last quarter of the year rolls around and you begin to hear some common refrains:
Here's the reality for most people who make these statements: The calendar is the only thing that changes.
If you are waiting for the calendar to change…Continue
Added by Mark Tewart on December 26, 2013 at 8:00am — No Comments
There is a startling way for most dealers to double their business – fire their advertising agencies. Dealerships spend an enormous amount of money on advertising for new customers. Unfortunately, often that money is wasted. The money is wasted because the agencies are strictly placing ad dollars in media and doing production. Often, the ad dollars are spent without any knowledge and use of direct response marketing, and the game plan that will be used towards keeping those…Continue
In the last several years, I have had a revelation about the art and science of sales. The answer to sales success is within all of us. The answer is simple but the key to unlock the answer is elusive.
If you were to go back to the late 1800s, the first formal sales training provided by the likes of J. Edward Douglas and others, you will find teaching geared toward techniques — tie-downs, inverted tie-downs, etc. For more than a century now, sales people have been trained…Continue
Added by Mark Tewart on December 24, 2013 at 8:00am — No Comments
Great managers view themselves as coaches more than managers. There is an old adage: “Lead people and manage things.” There is a fine line between creating and utilizing systems and processes and micromanaging details without emphasizing the power of personal interaction.
Good systems and processes should allow employees to raise their performance by giving them confidence in their direction and lessening the burden of the manager and coach from having to constantly inform…Continue
Added by Mark Tewart on December 23, 2013 at 8:00am — No Comments
The first step in advancing the productivity of your staff in using the phones is a better understanding in the importance that the telephone can play and how it affects your business. Often a lack of the right attitude is displayed in the treatment towards the receptionist position. The receptionist is usually hired without any guidelines that would be used to hire for an important position. In your dealership do you have personality profiles, set interview questions and guidelines to hire…Continue
Added by Mark Tewart on December 20, 2013 at 8:00am — No Comments
There is a plague spreading among car dealerships. I call this affliction “deal’itis.” In the last month, I have been in many dealerships working side by side with managers and salespeople. I began to quickly notice the results of this sickness. Those results are things such as lower sales, low closing ratios, low gross profits and low customer satisfaction.
Just like a good doctor should do, I began to look for the symptoms of this sickness and what could be causing this…Continue
Added by Mark Tewart on December 19, 2013 at 8:00am — No Comments
When you strip away your bricks and mortar, Website, CRM systems, inventory and everything else, what really matters? It’s your people. The bottom line is, people make a business successful or unsuccessful.
If you are a dealer or a leader of a dealership, what are you doing to recruit, hire, train, motivate, educate and retain good and even great people? If you truly want to see what is most important to you, then all you have to do is review where you spent your time…Continue
Added by Mark Tewart on December 18, 2013 at 8:00am — No Comments
In business, compounding interest is often referred to as the “Eighth Wonder of the World.” In business, and especially sales, I compare the compounding effect of interest to the compounding effect that occurs with current customers who can become repeat customers and referral machines.
You may have seen examples of how someone can start an Individual Retirement Account when they are 25, invest $2,000 a year and by retirement age they will have a significant seven-figure…Continue
Added by Mark Tewart on December 17, 2013 at 7:30am — No Comments
There are 24 hours and a total of 1,440 in every day. Successful people just seem to get a lot more done in a day than unsuccessful people. The main reason is successful people keep the main thing the main thing. Success is not an accident.
First, you must be honest about your strengths and your weaknesses. Spend your time in what you are strong at and delegate what you are not. A sales person reading this article may immediately think they don’t have anyone to delegate to.…Continue
Added by Mark Tewart on December 16, 2013 at 7:30am — No Comments
Words are cheap. What matters is the true belief system behind your words and the actions you take because of those belief systems. Economies don’t improve, people improve. Waiting for something to happen is for losers. The most important economy is the one created between your ears.
During down markets you have to get creative to make things happen. Although you may not be able to push a new car market if it’s not there, you can niche market, create affiliations, utilize…Continue
Added by Mark Tewart on December 13, 2013 at 7:30am — No Comments
Customers don’t buy vehicles, and sales people don’t sell vehicles. Customers buy solutions to problems they can feel emotionally. Sales people are the conduit that helps customers discover those emotional solutions.
People buy from people. Customers generally do business with people they like and trust. Your customers don’t walk out of your dealership telling you that they bought from you because you are a jerk. Customers can get vehicles anywhere. Most of you are not…Continue
Added by Mark Tewart on December 12, 2013 at 7:30am — No Comments
Are you the CEO of your company? If you’re a sales person, and you answered no to this question, think again. To be successful you must have a CEO mentality. All successful sales people view themselves as a business within a business. Never forget that the company you work for writes and signs your check, but you fill in the numbers. Always take responsibility for everything. You are the CEO.
What does a CEO do?
First of all, a CEO designs a marketing…Continue
Added by Mark Tewart on December 11, 2013 at 7:52am — No Comments
The managers in your dealership must have a written job description with clearly defined responsibilities and expectations.
Having specific goals for the department is required. Daily action plans for selling, training, appointments, one-on-one coaching, save-a deal meetings, deal structuring, follow-up, etc will increase sales by 20 percent without spending more for advertising.
If you read biographies of successful people or businesses, one common thread…Continue
Added by Mark Tewart on November 29, 2013 at 12:00pm — No Comments
When you think of the word, personality, you often envision an individual or person and it is hard to try to apply this noun to a business. After all, the word person is in the word personality. However, when we look at the definition of the word from Wikipedia, we…Continue
All businesses are built on two areas of competency – people skills and marketing skills. Many sales people who are more than adequate in their sales and people skills are struggling today. The reason is most sales people lack enough opportunities with customers. Lead generation = dollar creation
As a sales person you are in business for yourself. Having a mentality of being the CEO of your company is crucial to developing your business. The dealership signs your check, and…Continue
Added by Mark Tewart on November 28, 2013 at 12:00pm — No Comments
1. Educate Yourself
Don’t wait for managers or anyone else to give you the sales education you need. Unfortunately, the automobile industry has been stuck for years in a, “Throw them in and see if they can swim mentality.” Some dealerships take new recruits to a meeting room and have them watch training tapes for a day and expect them to be trained. Neither of these options will increase your odds for success.
Begin a massive self-education program that will…Continue
Added by Mark Tewart on November 27, 2013 at 12:00pm — No Comments
After all, there is a tremendous difference between having a…Continue
I was recently invited to be a guest lecturer for an entrepreneur class at the University ofCincinnati. In the question-and-answer portion of the program, the professor asked me to sum up what I felt was the most important message I could stress to the class. My reply was one word – ACTION.
At a sales seminar I was giving, I was going over low- to no-cost marketing strategies designed to increase leads for sales people. At the first break after the marketing section, one of…Continue
Added by Mark Tewart on November 26, 2013 at 12:00pm — No Comments
Have you made the commitment that automotive sales is your career choice? Unless you commit, it’s impossible that you will take the necessary steps to create the business you desire. Long-term thinking in addition to short-term goals are keys to continued success.
When you first enter into a sales position, 80 percent of your time is spent acquiring customers and 20 percent of your time is spent maintaining those customers. Eventually, with the right efforts, that model…Continue
Added by Mark Tewart on November 25, 2013 at 12:00pm — No Comments