Professional Community for Car Dealers, Automotive Marketers and Sales Managers
The average dealership hires a salesperson and, after a brief introduction of paperwork, allows the salesperson to begin talking to and selling to their customers. Some dealerships may send the salesperson to a meeting room to watch a series of perfunctory training videos and then cut them loose on the showroom floor to sell. Either way, the day of unleashing an untrained salesperson on a well-trained customer is dead.
The days of counting on a steady stream of traffic and…Continue
Added by Mark Tewart on November 4, 2013 at 9:00am — No Comments
Once upon a time there were two men who lived in the same forest and decided to have a contest chopping wood. The first man was in good physical shape and very muscular. The second man was in good shape but smaller in statute and wiry. They would chop wood all day and at the end of the…Continue
Added by Al Mosher on November 1, 2013 at 5:51am — No Comments
In Britain, this year’s Click Awards run by Auto Trader found…Continue
Every year at the NADA Convention, the exhibit hall is full of CRM and BDC companies displaying their wares. Dealers spend massive amounts of money in a frenzy to buy the “magic button” CRM or BDC solution for many reasons. Unfortunately most of those reasons aren’t valid. Putting great tools in the hands of below-average people with below-average processes and little-to-no accountability equals a waste of money.
Let’s look at some of the underlying reasons why dealers buy…Continue
Added by Mark Tewart on October 31, 2013 at 10:00am — No Comments
However, as many other dealers were doing it, they felt that they needed to as well. At first they were static, very basic websites, with very little information. Along came…Continue
I have been fortunate in life in that I have been given the opportunity to have worn many hats. Having a broad level of experiences in life has given my personality a great deal of depth. I have always been a marketer in some role or another. One of these marketing roles was that of an entertainer, in which I marketed what would become my signature brand of “fun, joy and ease" as a…Continue
Added by Stephanie Young on October 30, 2013 at 9:00am — No Comments
Hi, my name is Johnny Dealer. I spend my mornings listening to incoming sales calls from the previous day. I then, go into a deep depression. I guess I am like most dealers, but today, I'm going to do something about it. I am going to create a system that will eliminate missing all of these opportunities. …Continue
Added by Danny Benites on October 30, 2013 at 6:46am — No Comments
The challenge many businesses face is personalizing themselves to their customers. Businesses try and accomplish this through many methods. They create unique commercials, ad campaigns and other marketing. They can hire a public relations firm to assist them in gaining exposure via various methods. They can also…Continue
The traditional dealership is dead, but some have not had their funeral yet. It seems as though as much as some things change in the
auto industry, as many things stay the same. Every week our trainers observe things in dealerships that look and feel like holdovers from the 1960s.
Let’s take a look at some things still commonly observed in dealerships that are outdated and should be changed.
1. Manager Towers
High towers built for managers where…Continue
Added by Mark Tewart on October 29, 2013 at 10:00am — No Comments
Our mobile society continues to grow and the multi-screen lifestyle is becoming more and more apparent.
With tablets taking more and more of the laptop/desktop market share people are turning twords these small powerful and extremely portable…Continue
Added by Josh Knutson on October 29, 2013 at 7:29am — No Comments
Every salesperson is really in two businesses: the people business and the marketing business. If you are great with people but don’t have any customers to demonstrate this quality to, you’re in trouble. Marketing must become the No. 1 function of any business, including sales. Marketing precedes sales.
Begin to think in terms of leads, not sales. You need marketing that will generate leads. Most salespeople think only in terms of advertising. Salespeople either wait…Continue
Small things can make a big difference in your sales process. There has been a lot written recently about what I term the “moment of truth” in the sales process. I don’t believe that a…Continue
“The chains of habit are generally too small to be felt until they are too strong to be broken” – Samuel Johnson
If you were to follow around the most successful salesperson you know for a week and then follow a failing salesperson for the same amount of time, the differences would be glaring. It boils down to successful habits. What you do habitually in small incremental actions adds up to huge differences in results by the end of just one…Continue
What's the common image of a salesperson? The big bad wolf.
The big bad wolf seeks and destroys. It's a predator who pounces on its prey, eats the weak and leaves a bloody mess behind. This image makes the job of salespeople a lot harder than it should be. The good news is that this creates an opportunity to kill the wolf and turn the negative into a positive.
If you were to ask 10 customers what they hate about salespeople and the buying…Continue
Added by Mark Tewart on October 23, 2013 at 10:30am — No Comments
Inevitably, pricing is a necessary aspect to a customer’s decision. They do their research online and expect to receive answers to their pricing questions. While many of us old folks were groomed to avoid pricing when on the phone or email with shoppers, evolution has thankfully adapted us to the practice of giving out a discounted price in advance of their visit. However, pricing questions no longer begin and end with the price of the vehicle. Shoppers want more from you? Do you give it to…Continue
Added by Joe Webb on October 22, 2013 at 2:13pm — No Comments
Michael Jackson and Billy Mays passed away in the same week. The passing of Billy Mays made the news but Michael Jackson dominated it. The underlying message sent from the media is that entertaining is good and somehow noble, but selling and marketing is bad. My question for you is the following: Do you allow this flawed thinking to keep you from being successful in your sales and marketing?
The news coverage of Michael Jackson life was largely reverential and fit for king,…Continue
Added by Mark Tewart on October 22, 2013 at 10:00am — No Comments
No, I am not crazy and yes I am talking about the well known shock jock known for his outrageous radio show. Howard Stern is a genius for many reasons and they all apply to how you can succeed as a salesperson, manager and entrepreneur.
Let’s examine several of the reasons and the lessons that can be learned. First of all, lesson number one in business is to never be boring. Although, you may not agree with Howard Stern’s humor or persona, he certainly isn’t boring and that…Continue
Added by Mark Tewart on October 21, 2013 at 9:00am — No Comments
In this era of tweets, texts and Likes, the wise sales associate still recognizes and practices good phone.
Good phone means knowing how to engage others using the telephone. For sales associates, good phone means having learned how to sell by phone, practiced those skills and worked to overcome it unfamiliarity.
Most any sales associate who makes up their mind to excel at using the phone to drive business can be a success.
Yet for many, the…Continue
Contrary: opposed, opposite in nature, altogether different.
Several Indian tribes had warrior societies called Contraries or Contrary Warriors. The contraries were different in nature as well as actions, and were thought to be wise men. While being in the automobile business my whole adult life, I have observed and been a student of some of the more successful dealers in the business and have found that a lot of those dealers take a contrarian approach to their…Continue
Added by Mark Tewart on October 18, 2013 at 10:00am — No Comments
A collection of some of the best tweets from the recent Las Vegas Auto Conferences
Tweets broken down into mobile and general…Continue