ADM serves Car Dealers, Automotive Marketing Pros and Internet Sales Managers
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…Continue
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,…Continue
Added by Mark Tewart on February 13, 2014 at 9:30am — No Comments
“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…Continue
Added by Mark Tewart on February 12, 2014 at 9:30am — No Comments
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…Continue
Added by Mark Tewart on February 11, 2014 at 9:30am — No Comments
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…Continue
Added by Mark Tewart on February 10, 2014 at 9:30am — No Comments
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…Continue
Added by Mark Tewart on February 7, 2014 at 9:30am — No Comments
Recently, I was asked to make an appearance as Ms. Florida Forestry Queen. Unfortunately there was no clear leadership and miscommunications abounded. Even the day of the event, it was not clear what was going to transpire. I tried to be prepared for anything. After the event, I received this…Continue
Added by Stephanie Young on February 6, 2014 at 12:00pm — No Comments
On November 19, 2005, a day after having surgery, I was diagnosed with squamous cell carcinoma cancer. I would compare receiving the news to going to the dentist and being numbed. However, this numbed my whole body. For 20 minutes I rushed through all kinds of thoughts and emotions – shock, anger, “why me?” questions, sadness.
After the 20 minutes, I made a big decision. I decided to live. I decided that all of the emotions and thoughts I was experiencing were not supporting…Continue
Added by Mark Tewart on February 6, 2014 at 9:30am — No Comments
When you have a first encounter with a customer, they are usually wondering one simple question. Can I trust you?
There are three stages of buying:
1. Character and Trust
I don’t know that one stage is more important than the other but I do know that the trust stage usually happens first. When you build a house and the foundation is weak, no matter how nice a house you build it comes…Continue
Added by Mark Tewart on February 5, 2014 at 9:47am — No Comments
Here is a simple way to make more every month.
It's called the "6 Steps to Happy Bank Deposits" and it goes like this.
1st, write down what you make per month…Continue
Added by Leonard Buchholz on February 5, 2014 at 8:41am — No Comments
"A Dictatorship. That's How the Business Works!"…Continue
This years NADA was definitely one for the books. Taking place in one of the best cities in America, New Orleans, LA. The times to be had were extremely fun and the information we gathered on the auto industry was insightfully eye opening.
The convention center was like a massive maze of everything auto with our friends being scattered…Continue
Added by Josh Knutson on January 28, 2014 at 8:39am — No Comments
I had a new salesperson in a dealership call me and the main thing that we talked about was how training was nonexistent at the dealership that he worked at. It reminded me of how years ago when I joined the automotive industry I was sat in a room with four other people and the sales manager told us…Continue
Added by J.R. Batchelor on January 22, 2014 at 7:32pm — No Comments
Finding the right individuals to succeed in car sales remains a challenge for the industry. Too many green peas wash out early and NADA reported in February 2013 that there is a 40% sales turnover rate in the USA. Sometimes they fail because they lack the fortitude and energy it takes to sell the volume of cars required to earn a livable income, which is $59,340 annually at dealerships. All too often green peas quit prematurely because most everyone fails to adequately train…Continue
Added by Jeff Cotton on January 20, 2014 at 8:36am — No Comments
Its that time of year again, when we all gather in the largest building NADA find and consume everything auto. As we approach one of the biggest conferences of the year we take a look at what to expect.
Technology has the pedal to…Continue
Added by Josh Knutson on January 14, 2014 at 8:00am — No Comments
Mobile has gained some major horsepower in the automotive industry in 2013, and with technology continually expanding at rapid rates, 2014 is sure to be one for the…Continue
Added by Josh Knutson on January 8, 2014 at 7:30am — No Comments
Added by Manny Luna on January 7, 2014 at 7:30pm — No Comments
Do you find anomalies in your sources when reviewing the sourcing of your store’s traffic?
Is every customer being reported in your CRM as…Continue
Each year, I make the pilgrimage from coast to coast to spend time with my family. It is a journey I greatly anticipate as I find myself not only home sick, but in need of family time after a few months away. I eagerly anticipate my work day to end and the voyage to begin with a dash to the airport. This delight usually melts away like a snowman standing in the sun by the time I make…Continue
Added by Stephanie Young on January 2, 2014 at 9:30am — No Comments