Professional Community for Car Dealers, Automotive Marketers and Sales Managers
Finding the right individuals to succeed in car sales remains a challenge for the industry. Too many green peas wash out early and NADA reported in February 2013 that there is a 40% sales turnover rate in the USA. Sometimes they fail because they lack the fortitude and energy it takes to sell the volume of cars required to earn a livable income, which is $59,340 annually at dealerships. All too often green peas quit prematurely because most everyone fails to adequately train…Continue
Added by Jeff Cotton on January 20, 2014 at 7:36am — No Comments
Make Money Mondays with Sean V. Bradley - 'Verbal Kung Fu' - Automotive Sales - Car Sales
Sean V. Bradley discusses "Verbal Kung Fu" at your dealership and the importance of "sparring" with someone else in order to sharpen up your skills. You must be proficient in:
* Objections / Rebuttals
Added by Sean V. Bradley on January 6, 2014 at 9:23am — 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
Added by Doug Blankenship on August 26, 2013 at 12:32pm — No Comments
Every year about this time we begin to contemplate. What was our final score for 2012? How did we end up? Did we just SURVIVE or did we THRIVE?
For most of you, that reality was written months ago and on the 10th of January you’ll be…Continue
Added by Leonard Buchholz on January 1, 2013 at 2:30pm — No Comments
Service is an "elbow to elbow" people business. As I (we) have traveled and observed so many Dealership Service Operations, there is still one overriding factor that every Customer Service Organization must understand and adhere to. This is people business.…
Added by Leonard Buchholz on November 15, 2012 at 6:00am — No Comments
Lost Sales and Declined Services Customers are in many Dealerships, the largest untapped source of additional revenue. And in most cases, the Sales has been lost because of a few words and not a few dollars.
It is an age old diametrically opposed argument. On one side, we have technology. On the other side, we have personnel.
Clearly there is a huge gap between what "we" (old school) managers and Leaders consider useful and proper communication, motivation and Leadership techniques and what the "new" generation responds to.
There is a choice to be made.…Continue
Added by Leonard Buchholz on July 16, 2012 at 7:46am — No Comments
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…Continue
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…Continue
Added by Leonard Buchholz on June 25, 2012 at 10:30am — No Comments
That's right! There are 3 Personal Components you need to have to Succeed in the Car Biz!
ATTITUDE, SKILL SET and KNOWLEDGE!
A strong Attitude will get you through the day…Continue
Added by Leonard Buchholz on June 19, 2012 at 8:02am — No Comments
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…Continue
Added by Leonard Buchholz on June 6, 2012 at 5:59am — No Comments
Added by Leonard Buchholz on June 3, 2012 at 7:30am — No Comments
“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…Continue
Added by Leonard Buchholz on June 1, 2012 at 8:33am — No Comments
Stand on any Service Drive on any given day and you will hear Customers describe all kinds of noises related their vehicles. The variety…Continue
Added by Chip King on May 25, 2012 at 5:30am — No Comments
Have you ever blown up a balloon and then just let it go and listen to the sound it makes? If you have children or a crazy Uncle Lenny, chances are you've heard this noise before. It is so distinctive that once you've heard it, you are not likely to forget it the rest of your life.
I've heard this same noise in my head many times in the service drive right after an Advisor says something he or she shouldn't have. In our…Continue
Added by Leonard Buchholz on May 24, 2012 at 9:43am — No Comments
In fixed ops we constantly worry whether or not we are getting a return on every one of our ad dollars. Every manufacturer tracks it. Every ad vendor tracks it. And when we spend the money and don't get an immediate return, we start to fret.
Here is the rub.
Customers don't make a connection with…Continue