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All ADM Blog Posts Tagged 'sales' (818)

One change can increase sales amd improve the life of everyone on your team

Often times when I chat with dealers I ask dealers what is keeping them, from getting to the next level of super success I hear responses like:

We need more quality leads.

Or... Cars are bringing brain damage at the sale.

Or... It's hard to find real salespeople anymore man, they just don't breed them like us, you know what I mean?

My answer to these issues are yes, yes and what. You have to control the controllable and you can control all of these…


Added by Mathew Koenig on May 28, 2013 at 4:00pm — No Comments

The Elasticity of Time

Time allotted to us every day is finite, just 24 hours.

Most of us need six to eight hours of sleep if we can get it, and if we have family then evening hours should be devoted to them. This leaves approximately 12 hours to…


Added by Jeff Cotton on May 28, 2013 at 1:30pm — No Comments

Sell The Appt. Not The Car Over The Phone

We all have listened to the untrained sales professional or Internet Coordinator spend half an hour selling the car to a customer over the phone; and the worst part about it is once he/she gives away all the info the majority of the time you never see the customer show up that he/she was talking to. …


Added by J.R. Batchelor on May 27, 2013 at 8:07pm — 6 Comments

Self Funded In House Financing Can Present Legal Snares

What legally defines a merchant who uses a self-funded, in-house financing program?  Any merchant extending credit of any kind to one or more of their customers is this type of merchant, whether they realize it or not.


They may be running an in-house financing program using their own money, or they may simply be allowing a customer they’ve known for years to pay a few days late which constitutes…


Added by Jon Floyd on May 26, 2013 at 9:45am — No Comments

Getting the “Green Light” When Making an Outbound Call

After participating in one of my recent webinars a sales manager asked me a great question. He said “Why even ask the "green light" question?  Doesn't that just give them an easy excuse to hang up.” He was pointing at what he considers a flaw in one of my steps to the outbound call. I had just explained in the webinar that after you have greeted the person on the other end of the call and verified to who you are speaking you should ask them if you are calling at a “Bad Time”. In other words…


Added by Mike Paradies on May 23, 2013 at 8:30am — No Comments

Different Strategies For Contacting Internet Leads.

We all are aware of the fact that we only have a 11-14% connection ratio when contacting Internet leads.  And we also know that the hardest part of the job for Internet Coordinators is getting people on the phone which leads to a very valid point that we must ask and that is are we maximizing…


Added by J.R. Batchelor on May 21, 2013 at 7:53pm — 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…

Added by Jeff Cotton on May 16, 2013 at 10:03am — 1 Comment

Be Your Dealership's Fishing Guide for Digital Success

Be Your Dealership's Fishing Guide for Digital Success

I wish I had a dollar for every corny fishing analogy used when talking about customers in our business. Ok, so I wouldn’t be rich, but I’d have, like, seven dollars. But who can resist a blog with cute kids in the picture?

Pay attention.

I recently took a fantastic striper fishing trip at Lake Texoma with my two boys, Cooper and Carter. I decided to hire a fishing guide for a couple of, more fish..two, my A.D.D. kicks in pretty quick when having…


Added by Danny Benites on May 15, 2013 at 2:27pm — No Comments

90 Seconds to More "Be-Backs"

With all the competition in the Automotive World and so many websites, targeted ads and retargeting display ads vying for consumer attention it seems harder than ever to know whether or not your customer will remember you.

How do you set yourself apart from the competition and stay in the customer's mind?

USE COMMON SENSE AND THINK ABOUT USING MOBILE TO CONNECT WITH MOBILE! Niesen did a study in November about Mobile Auto Shoppers and it showed that 49% of…


Added by Mathew Koenig on May 11, 2013 at 8:18am — No Comments

The Transition From The Sales Floor To The Finance Dept

Does your dealership have a process in place for a quick transition from the sales floor to the finance dept?  Are your customers waiting for a hour or more to get into the finance office?  Does your F&I producer come out to meet the customer before the consumer get's to his/her office?  Ladies and gentleman I could go on and on with questions that I talk about with automotive managers and what we find is very concerning.

First, the transition from the sales floor to…


Added by J.R. Batchelor on May 1, 2013 at 8:51pm — 9 Comments

Clarity at 10,000 Feet

I have been fortunate enough to have the freedom and wherewithal to fly small aircraft. While my brain is busy with the mechanics of flying, my mind is free to nuance things.


Here is what came to mind one recent afternoon flying at 10,000 feet off the coast of Southern…


Added by Jeff Cotton on April 29, 2013 at 9:37am — No Comments

Who’s Minding the Store?

I recently read that today the reality is that, whether prospective buyers are in your virtual showroom or your physical showroom, they’re a buyer. Maybe not today, but statistically the Internet customer is highly likely to buy within 90 days.


 94% of car buyers begin the process online, according to recent estimates, yet most dealerships attribute less than 30% of actual sales to Internet leads. Why the discrepancy? Most consumers do research online but instead of…


Added by Bill Cosgrove on April 27, 2013 at 7:43am — No Comments

Speaking To Cars Dealers in Holland - Brian Pasch

In March, I had the opportunity to speak to car dealers in Holland. An automotive industry magazine based in Holland did an interview with me and they just sent me the video of their interview.

My host was a very cool company that is innovative online car sales.

Added by Brian Pasch on April 23, 2013 at 3:23pm — No Comments

Automotive Sales Training - Ten Tips for Winning in a Bad Economy

Unless you have been hiding in a cave somewhere, you have heard that the U.S. economy is doing poorly. Housing starts are down, the value of the dollar is down, car sales are down, real estate is down, retail is down, gas prices are up, food prices are up, bankruptcies are up and the sky is falling. What is a person to do?

1. Don't Drink the Cool Aid 

The news is…


Added by Mark Tewart on April 16, 2013 at 6:47am — No Comments

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…


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

All About Me and Why I'm The Best!

Okay, you got me! This article has nothing to do with me, and everything to do with you.


On a daily basis I analyze dealer websites which I’m convinced had the same content writer. Have you ever seen…


Added by Michael Cirillo on April 11, 2013 at 9:22am — No Comments

Which Marketing Investments Are Really Working To Sell More Cars?

In recent months I have been "addicted" to auditing dealership marketing budgets.   I love my work! It may not seem that exciting but for the dealers I work for, it is a very rewarding process. The audits have allowed me to see how different vendor partners are performing and how their products deliver, or not deliver, a strong ROI.


I have been able to…


Added by Brian Pasch on April 10, 2013 at 9:00am — No Comments

Motivation Lessons From Jason Becker

Who is Jason Becker you might ask?  Before I tell you I want to let you know that the reason for this post is because I am tired of hearing people tell me that they cannot do something or that things are impossible.  I hear it from sales professionals at dealerships.  I hear it from people that I meet in social environments that tell me they are looking for a job after I mention the possibility of car sales.  I even hear it from people in my family who sometimes make excuses instead of…


Added by Stan Sher on April 5, 2013 at 10:30am — No Comments

The 'Car Dealership Expose' Book You've All Been Waiting For!

In the car business, just about every dealership has "that" employee. You know, the one that complains about everything. The one that's never happy. The one most sales trainers, consultants and managers would call "cancer". The advice that 99% would give in regards to "that guy" who, no matter what you tried, just isn't positive and seems to hate everything would be to fire him. The last thing you need is some jaded veteran salesman spreading dissension and negativity around your…


Added by Arnold Tijerina on April 4, 2013 at 5:45am — No Comments

Stop Holding Boring Sales Training Meetings!

This blog was originally by Harlene Doane, COO of Used Car University on their company blog

Ever been to one of these meetings?

Good morning everyone, today we are going to talk about phone skills. Let's listen to a recently recorded call to our dealership and hear what we did wrong?


John we had 15 lot ups yesterday but only closed one…


Added by Brett Houchin on April 3, 2013 at 12:30pm — No Comments

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