ADM serves Car Dealers, Automotive Marketing Pros and Internet Sales Managers
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…Continue
Added by Mark Tewart on February 25, 2014 at 9:00am — No Comments
Even if you don’t believe, as I do, that high sales staff turnover is the number one issue facing the auto industry today; we certainly can agree it is right at the top of the list. There is not one positive thing that happens at our dealerships as a result of high turnover, and the benefits of low sales turnover are so obvious that I don’t need to list them.
High sales turnover has completely undermined training efforts. It creates the mental attitude amongst many managers…Continue
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…Continue
Added by Jeff Cotton on February 24, 2014 at 11:17am — No Comments
Joe calls the dealership and a salesman tells him the truck's still available ..."ask for Andy!", says the…Continue
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…Continue
Added by Mark Tewart on February 24, 2014 at 9:00am — No Comments
Added by Danny Benites on February 21, 2014 at 9:00am — No Comments
Why? Although there can be many reasons for dealerships that struggle, after two decades of consulting, coaching and…Continue
Added by Danny Benites on February 20, 2014 at 8:48am — No Comments
As reported by Automotive News, Audi has begun integrating iPads into their franchise dealer’s sales force. With their iPad tablets, which they’ve named, Sales Assist, they believe that young consumers…Continue
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…Continue
Added by Mark Tewart on February 19, 2014 at 9:00am — No Comments
you will see my name “SANSONE” etched into my new Cutco Cutlery set. What’s amazing to me is that I didn’t think I needed a new set of knives, I certainly didn’t have any difficulty cutting my last steak.
So why do I own them ???? Because Cutco is smart…Continue
I love going out to dinner when the wait staff remembers me and greets me like a friend. The looks on my guest’s faces are priceless!!! Everywhere I go; it seems the red carpet is waiting on my arrival. Even my friends are eager to join me because via association they too get special treatment. So, how did I earn my VIP status? It was easy. I just…Continue
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…Continue
Added by Mark Tewart on February 18, 2014 at 9:00am — No Comments
“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…Continue
Added by Mark Tewart on February 17, 2014 at 8:30am — No Comments
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 8:30am — 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 8:30am — 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 8:30am — 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 8:30am — No Comments