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All ADM Blog Posts Tagged 'sales' (713)

The Perfect Wedding


I just returned from my nephew's wedding.  He is the first of our family's next generation to marry so the pressure was on to create a standard to follow.  Being my brother's son, I was excited to go, visit with family that we don't see often enough and most importantly, to honor my nephew and his new bride.  From the rehearsal dinner to the church, and ultimately to the reception, it was perfect.      

Not just for all it had.  It was perfect for the things that were…


Added by John Fuhrman on July 16, 2012 at 5:11am — No Comments

What an Apple Store Can Teach Dealerships about Selling Accessories

Apple stores are one of the most successful retail stores in the world. In 2009, when retail sales declined around 2%, Apple’s retail sales rose roughly 7%. According to The Mac Observer, one of their largest growing product segments is accessories...iPad owners tend to average spending $150+ on accessories. Yahoo Finance reports Apple’s in-store retail accessories sales increased 85% from 2011 to 2012. And, technology experts believe that if others want to compete they will have to partner…


Added by Ashley Poag on July 12, 2012 at 7:24am — 2 Comments

4 Challenging Employees and What To Do About Them

Employees are the life of any organization. We spends hours recruiting, screening and interviewing them. After we have hired them, we spend more time training, coaching and monitoring them.

And when it's all said and done, we like to think that we have contributed to the Dealership's future and had a hand in weaving the very fabric of that Dealership.

And in every Dealership…


Added by Leonard Buchholz on July 11, 2012 at 7:35am — 2 Comments

How To Hire The RIGHT Vendor


You've decided to go outside your dealership to get something handled.  After a lot of thought, you realized it would be better to spend money with the right experts and handle things once, than to save money on paper and take your people away from what they do best for you.  Many times that's exactly what you should do.  But how do you know you have the right company for what you really need?      

To help you see how to rate a company or service, I will be using our company…


Added by John Fuhrman on July 10, 2012 at 11:08am — No Comments

AutoUSA’s Internet Leads Have Helped Auto Dealerships Sell 1.3 Million Vehicles

Fort Lauderdale, FL – July 9th, 2012 – AutoUSA Internet Sales Solutions ( today announced a milestone for the company; based on the total number of leads that AutoUSA has delivered from independent auto shopping web sites and the average closing percentage collected from AutoNation, AutoUSA’s Internet leads have contributed to the sale of an estimated 1.3 million vehicle sales since the year…


Added by Holly Forsberg on July 9, 2012 at 8:45am — No Comments

Who Is Your Competition?

That question often depends on who you ask.  Salespeople will talk about the dealer up the street or across town who is absolutely giving the cars away.  F&I will talk about lenders who seem to favor other dealers and cost them deals.  Managers will discuss factory incentives, advertising, and the like.  But is that what we're really up against?


After 33 years in the business and over 15,000 salespeople and managers trained, I think there's more to competition than we…


Added by John Fuhrman on June 28, 2012 at 7:49pm — No Comments

Building a Business within a business.

The truth is, selling cars and becoming a True Professional is not easy.  Yes, selling cars is easy for some and tougher for others.  With a great desk manager and some superior training you can even make good money, this series is more about how to make great money every day, not just a few time a month.

That being said there are a few thing you should do to…


Added by Craig Darling on June 26, 2012 at 4:44pm — No Comments

Grasshopper Pie

A traveling salesman had come to the end of a long day and was very hungry. He had not made many sales and was feeling a little frustrated with his results. He decided to stop and get something to eat and mull over his next step.

He stopped in town, parked on Main Street and looked around. He found two restaurants side by side.  Above each there was a sign.

The one on the left said “Food, more…


Added by Leonard Buchholz on June 25, 2012 at 10:30am — No Comments

Car Dealers Make the Right Call with Proper Phone Training

Hi All,

Wanted to share an article in the latest Edmunds' Dealer Newsletter. We had the pleasure of working with Jerry Thibeau of Phone Ninjas on this important topic and he was kind…


Added by John Giamalvo on June 19, 2012 at 9:30am — 2 Comments

You ALWAYS... Or ...NEVER Do

January 1979 I sold my first car at a small dealership in North Jersey.  Since then, a lot has happened.  I've personally trained over 15,000 sales professionals, written 10 books, spoken literally around the world, and now work with top dealers to fill their sales needs.  I have seen and participated in three "worst ever" downturns in our industry.  Each has taught me lessons on how to deal with the struggles and what to improve on as business gets better.  There was one lesson that…


Added by John Fuhrman on June 19, 2012 at 8:28am — No Comments

What 3 Components Do You Need To Succeed In The Car Biz? ASK And You Shall Receive!

That's right! There are 3 Personal Components you need to have to Succeed in the Car Biz!


A strong Attitude will get you through the day…


Added by Leonard Buchholz on June 19, 2012 at 8:02am — No Comments

Ways you're Killing Sales Leads


 Sales leads come in many different forms, yet few sales reps adjust their sales follow-up process to sync with the latest intelligence available about those leads. If not careful, they could be turning qualified sales leads into "not interested" responses or even worse, …


Added by Ketty Colom on June 19, 2012 at 6:00am — No Comments

How Do Your Walk-Ins Find You? Why You Need to Source & How to Do It

A long time ago, back when we used paper desk logs to track our showroom traffic, our salespeople were asked to complete a “source” box. We wanted to know how our customers heard about our dealership. Strangely, “Location” was the overwhelming favorite; according to our salespeople, very few customers came into the store because of our advertising. Of course, the phone calls and Internet (and fax, back then) leads we received told a different story. We just weren’t asking the question the…


Added by Josh Vajda on June 13, 2012 at 11:59am — 11 Comments

Discussing "Pay Plans", Commissions, Bonuses (And WHY) Inside an Automotive Internet Sales 20 Group - Sean V. Bradley

Discussing "Pay Plans", Commissions, Bonuses (And WHY) Inside an Automotive Internet Sales 20 Group - Sean V.…


Added by Sean V. Bradley on June 12, 2012 at 1:06am — No Comments

ipod - iphone - ipad - We're Missing An I

     All this technology is becoming very popular around and among dealers.  Sales people can pull up apps and show customers all the details about a particular car in stock.  Customers can shop and research before they get to the dealership, and an Internet staff can track web visits and initiate contact with potential customers.  All at the speed of light.

     Thanks to the innovation of Steve Jobs and Apple, we can "i-anything" we want.  But there is one important ingredient to…


Added by John Fuhrman on June 6, 2012 at 7:53pm — No Comments

Make Your Next Coaching Session Memorable and Powerful

Every Coaching session can be effective if you follow certain steps to improve your chances of a Successful outcome.

There is one word that is critical in determining the outcomes. That word is "Specific." There is an old saying that goes like this. "The more specific you are the better your results" and…


Added by Leonard Buchholz on June 6, 2012 at 5:59am — No Comments

7 Ways To Tell If You Are Practicing Management Malpractice

  1. You cannot name your employees and refer to everyone as “Buddy” or “Chief.”
  2. You don’t know what the company’s goals are for the year and you cannot tell anyone what your goals are.
  3. Every time an employee comes to your door and knocks, you think they will ask for a raise or time off.
  4. You cannot name the last book you read that pertained to your…

Added by Leonard Buchholz on June 3, 2012 at 7:30am — No Comments

The difference is paper-thin.

“The difference between genius and insanity is paper-thin.” Old Japanese proverb.

There is an inherent truth in that statement. How many times have you said to yourself…


Added by Leonard Buchholz on June 1, 2012 at 8:33am — No Comments

Congratulations to Addy's Harbor Dodge

Addy's Harbor Dodge in Myrtle Beach, SC has just jumped into the top 5 of all Dodge dealers in the US.  It just shows that having the right programs, the best managers and top sales people, will make great things happen.  We are pleased at this great dealer's success and even more thankful that we have been along for the entire ride.

When we first came to Addy's they had 8 sales people and were doing average numbers.  Rod Ricciardi had just become the GM and brought with him a…


Added by John Fuhrman on May 31, 2012 at 7:12am — 1 Comment

Incredible Acts of Customer Service Inspire Incredible Customer Loyalty

What’s the most incredible act of customer service you have ever performed for a customer, and did it inspire their undying loyalty? In this story by Peter Shankman, he recounts how after a long travel day he boarded a plane, tired and hungry. As a joke, he tweeted out to Morton’s steakhouse to please have a Porterhouse waiting for him at the airport when he landed. Of course he was not…


Added by Mike Gorun on May 30, 2012 at 10:11am — 6 Comments

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