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All ADM Blog Posts Tagged 'sales' (898)

The Difference Maker - The Trade-In

Think of how much selling vehicles has changed in the last several years. Now think of what is being taught in most dealerships regarding the road to the sale. Considering the education and interaction that occurs before the customer ever gets to the dealership, most sales training is outdated. One key difference maker can be the customer’s trade-in.

 

I am not referring to the trade value in monetary terms, but in informational and relational terms. Let’s examine a few facts.…

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Added by Mark Tewart on November 12, 2013 at 9:00am — No Comments

Don't Drink the Water

Traffic is better, sales are up, profits are high, dealers are buying at NADA and the whole world is rosy. Don’t drink the water. I am not saying you should not be optimistic, and I am certainly not an economic forecaster coming with claims of doom and gloom. However, I am saying that your fortunes in the future will have a whole lot less to do with the economy than what business practices you put into place.

 

There is an over exuberance in dealer-land right now,…

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Added by Mark Tewart on November 11, 2013 at 9:00am — No Comments

The Road to a Sale is Broken - Revisited

Many years ago, I wrote an article titled “The Road To A Sale Is Broken.” Well, it’s not only still broken, it’s fractured beyond recognition.

 

Attention dealers: Take the time this week to review and rethink from scratch every step in your routing procedures. Review these steps from beginning to end, and review all team members involved both on the front line and behind the scenes. Review all the technologies you have and determine what is the most effective use and…

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Added by Mark Tewart on November 8, 2013 at 9:00am — No Comments

From No to Yes

Don’t you hate to hear your customer say “no”? You spend a lot of time and energy with a customer and when you get to the final stage of the sales process, the customer says the dreaded “no” word. You were all excited and hoping for a sale and then poof, the air goes out of your sails. The good news is that you can change from getting “no” answers to “yes” answers.

 

First, you must recognize that getting a “no” answer isn’t accidental or bad luck. When a customer gives you a…

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Added by Mark Tewart on November 7, 2013 at 9:00am — No Comments


Influencer
Your Sales Process is Wrong.......Dead Wrong

Most companies are using a sales process that dates back several decades. It was probably wrong then and it most definitely is wrong now. Now, don’t get me wrong. It’s not the process I object to; it’s some of the things you’ve been taught to do in it.

Let’s look at some of the bad advice you…

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Added by Al Mosher on November 7, 2013 at 3:30am — 11 Comments

The Death of the Traditional Dealership: Part 7

 “The more things change, the more things stay the same.” This quote can be an accurate reflection of most industries. With all the massive changes underway in the automotive industry, the majority of the industry operates in much the same way as it did 50 years ago.

 

One small part of an industry begins to change and reaches what Malcolm Gladwell termed in his book the “tipping point.” That tipping point allows the change to gain momentum and become norm for an industry. This…

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Added by Mark Tewart on November 6, 2013 at 9:00am — No Comments

The Death of the Traditional Dealership: Part 6

Everyday managers walk into their dealerships in the morning and start their day with tasks or TO-Do list items. Unfortunately, those items rarely involve direct interaction with their sales team. The ultimate place for managers to be is in front of customers and salespeople.

 

Salespeople need interaction and input. If a manager allows a salesperson to direct their own day by their own design without input and coaching, the results will often be lackluster and will lead to…

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Added by Mark Tewart on November 5, 2013 at 9:00am — No Comments

The Death of the Traditional Dealership: Part 5

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…

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Added by Mark Tewart on November 4, 2013 at 9:00am — No Comments


Influencer
Sales Training - How Often Do You Sharpen Your Axe?

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…

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Added by Al Mosher on November 1, 2013 at 5:51am — No Comments

When Quick is Not Quick Enough – Car Dealers Losing Leads

Mystery shopper surveys on both sides of the Atlantic have found that car dealers have to shape up to maximise the potential of online leads. Otherwise they’re at risk of losing valuable sales.

In Britain, this year’s Click Awards run by Auto Trader found…

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Added by Arvid Linde on October 31, 2013 at 2:30pm — 1 Comment

The Death of the Traditional Dealership: Part 3

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…

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Added by Mark Tewart on October 31, 2013 at 10:00am — No Comments


Influencer
A Picture’s Worth a Thousand Words

When dealerships first started publishing web pages, I remember that many felt that it was not very important.

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…

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Added by Richard Holland on October 31, 2013 at 6:00am — 3 Comments


Influencer
Be Better at Best

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…

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Added by Stephanie Young on October 30, 2013 at 9:00am — No Comments


Influencer
My Lean, Mean, Lead-Handling Machine

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. …

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Added by Danny Benites on October 30, 2013 at 6:46am — No Comments


Influencer
Community Deeds Done Dirt Cheap

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…

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Added by sara callahan on October 30, 2013 at 6:12am — 3 Comments

The Death of the Traditional Dealership: Part 1

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…

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Added by Mark Tewart on October 29, 2013 at 10:00am — No Comments


Influencer
The Tablet Takeover

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…

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Added by Josh Knutson on October 29, 2013 at 7:29am — No Comments

Create a River of Leads

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…

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Added by Mark Tewart on October 28, 2013 at 9:00am — 2 Comments

Five Simple Things You Can Do Right Now to Sell More Vehicles

“Big doors swing on small hinges.”

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…

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Added by Mark Tewart on October 25, 2013 at 10:00am — 11 Comments

Habits of a Successful Salesperson

“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…

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Added by Mark Tewart on October 24, 2013 at 8:00am — 2 Comments

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