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All ADM Blog Posts Tagged 'selling' (84)

No Haggle Pricing Should Become the Norm in Automotive



Joe Tarell, Cobalt Performance Improvement Consultant
by Joe Tarell, Performance Improvement Consultant

Should No Haggle Pricing Become the Standard?

For many consumers, the mystery is gone from the car sales transaction.  The Internet has leveled the playing field for negotiating car deals while dealers and car salespeople find it increasingly difficult to hold gross on a car deal. In…

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Added by CDK Global on December 3, 2014 at 10:25am — 40 Comments

Can Solar Roads Help Sell Electric Vehicles?

With the push to “go green” there’s been a lot of talk about hybrid and electric vehicles—or just cars that get better gas mileage in general. We’re all up to date—more or less—on that trend, but have you heard about the push for solar-power roads? If you’re selling a hybrid vehicle like the 2015 Prius Plug-in to a future-savvy shopper, the possibility of solar-power roads popping up down the line…

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Added by Brad Simmons on November 25, 2014 at 11:48am — No Comments

The 10 Key Ingredients to Customer-Focused Selling

Designing your sales process to focus more on your customer’s needs and wants and less on you can help you be more successful. It lowers the customer’s natural resistance and can help you sell more and make more profit. There are 10 key ingredients to making this happen.

 

A Positive Attitude

Much has been written about the importance of maintaining a positive attitude and I will not rehash all of that here. A positive attitude is your armor against…

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Added by Al Mosher on August 4, 2014 at 6:44am — No Comments

Sell Like Wal-Mart

Dealership service departments are catching on. They’re beginning to retail like some of the best in the world. 

They’re making tire sales an integral part of their service model. They’re marketing to all makes and models. They’re making sure every vehicle, even quick lube customers, receives a multi-point inspection. They’re marketing and promoting services to wider audiences, all aimed at servicing more consumers better to earn and to keep more business for the…

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Added by Gregg Manson on June 17, 2014 at 9:22am — No Comments

A young guy from North Dakota moves to Florida and goes to a big "everything under one roof" department store looking for a job.

The Manager says, "Do you have any sales experience?" The kid says "Yeah. I was a vacuum salesman back in North Dakota." Well, the boss was unsure, but he liked the kid and figured he'd give him a shot, so he gave him the job. "You start tomorrow. I'll…

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Added by Manny Luna on June 16, 2014 at 3:30am — No Comments

Relatedness-Based Selling™

“You have to decide to love it first. Then the reasons to love it will appear.”

— Jeff Sterns

Let me open with this: you have every reason to feel proud of yourself.

First, you are open to looking at yourself and this shows accountability. Second, when you get really good at…

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Added by Jeffery Sterns on May 22, 2014 at 10:00am — No Comments

The Conundrum of Johnny Manziel and Tim Tebow

Whether you are a football fan or not, unless you have been living in a cave you have probably heard a lot about Johnny Manziel and Tim Tebow.  What Tebow and Manziel have in common is that both are former Heisman Trophy winning college quarterbacks.  What they both also have in common is that they are both very much hated and reviled by so many.

 

From the outside looking in, they are polar opposites in many ways. Tebow is publicly very religious and Manziel is not. Tebow is…

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Added by Mark Tewart on May 7, 2014 at 9:22am — No Comments

Selling the Difference

Cars, dealerships and sales people can be commodities. As a sales person, your job is to move everything you do and everything you have towards being a non-commoditized item or service. You must sell your difference.

 

When making a decision, customers look for deciding factors. Being able to know what the differences are and then helping the customer know what they look like, sound like and feel like is your job. Customers don’t spend an hour with you and say, “This is exactly…

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Added by Mark Tewart on February 28, 2014 at 9:00am — No Comments

Complete Sales Freedom in Two Years or Less

Many sales people tend to always be chasing the next customer and worrying about the next paycheck. The good news is that this is unnecessary and can be fixed forever in two years or less. Sales people can eliminate future sales and income anxiety once and for all.

 

What’s the key to creating freedom? It’s marketing. If you are a sales person who is waiting for your business to provide an endless funnel of prospects and buyers, you are living in a fantasy land. Even with a ton…

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Added by Mark Tewart on February 27, 2014 at 9:00am — No Comments

How To Flood Your Dealership With Customers

There is a revelation that is shocking and, quite frankly, scary. A dangerous and potentially fatal mistake is being made everyday in businesses. The mistake is the confusion between strategy and tactics. Strategy is your overall goal for your business and your overall marketing philosophy to achieve those goals. Tactics are executable actions you take to achieve those options. The good news is that once you have clarity about your strategy, and then apply emotional direct response marketing…

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Added by Mark Tewart on February 26, 2014 at 9:00am — No Comments

How to Build a Winning Team

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…

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Added by Mark Tewart on February 25, 2014 at 9:00am — No Comments

Find Car for Client ...not Client for Car!

Joe's been "Smartphone" browsing for trucks while he's on his lunch break. He spots a 5 year truck on YOUR dealership's site and thinks it could be the right one.

Joe calls the dealership and a salesman tells him the truck's still available ..."ask for Andy!", says the…

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Added by Tom Vann on February 24, 2014 at 9:18am — 1 Comment

Why Dealerships Struggle: Part 3

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…

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Added by Mark Tewart on February 24, 2014 at 9:00am — No Comments

Why Dealerships Struggle: Part 1

In what now can be considered a good selling market — and what many predict will soon be a booming market — there are many dealerships under-performing, and some mightily struggling.

Why? Although there can be many reasons for dealerships that struggle, after two decades of consulting, coaching and…

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Added by Mark Tewart on February 20, 2014 at 9:00am — 8 Comments

Are You A Professional or A Lot Lizard?

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…

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Added by Mark Tewart on February 19, 2014 at 9:00am — No Comments

How To Get Your Customers To Say "Yes"

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…

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Added by Mark Tewart on February 18, 2014 at 9:00am — No Comments

Let Your Fantasy Be Your Reality

“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…

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Added by Mark Tewart on February 17, 2014 at 8:30am — No Comments

People Buy From People

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…

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Added by Mark Tewart on February 14, 2014 at 8:30am — 4 Comments

Negotiate Like a Professional

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,…

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Added by Mark Tewart on February 13, 2014 at 8:30am — No Comments

You Can Make Gross Profit In The Digital Age

“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…

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Added by Mark Tewart on February 12, 2014 at 8:30am — No Comments

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