Professional Community for Car Dealers, Automotive Marketers and Sales Managers
U.S. auto sales have been racing ahead on the fast track, rising by 1.5 million in the last three years. Fueling the auto industry's acceleration is the 50-plus population, which…Continue
Added by Manny Luna on October 1, 2014 at 1:30am — No Comments
How can your dealership keep customers happy? By knowing what they like and dislike about your services - and improving on it. Feedback is one of the most important customer service tools available to dealers, and customers are usually more than willing to give reviews for free. But reviews, especially online ones, should be handled with care because they can go wrong FAST.
So how can your dealership best handle customer reviews - even the negative ones?…Continue
Added by Lisandra Ramos on August 12, 2014 at 10:25am — No Comments
That is the very definition of Automotive Inbound Marketing.
Have you ever noticed that the vendors in the automotive marketing space who are…Continue
Savvy dealers are turning to low cost alternatives like Facebook and Twitter and other social media outlets as their alternative. Not only is it free, but it can help you interact with your future and existing customers in real-time. It's no secret that Dealers will do just about anything to…Continue
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…Continue
Added by Mark Tewart on May 7, 2014 at 9:22am — No Comments
With any new product and marketplace there’s a learning curve and we’ve recently gained more knowledge about what it takes to manage the “art” of posting to eBay classifieds. We want to share the Top 5 Best Practices we’ve learned over the last few weeks with you:
1.) New eBay accounts require some “Seasoning” similar to the historical…Continue
Added by Jason Turner on April 15, 2014 at 1:30pm — No Comments
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…Continue
Added by Mark Tewart on February 28, 2014 at 9:00am — No Comments
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…Continue
Added by Mark Tewart on February 27, 2014 at 9:00am — No Comments
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…Continue
Added by Mark Tewart on February 26, 2014 at 9:00am — No Comments
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…Continue
Added by Mark Tewart on February 25, 2014 at 9:00am — No Comments
Joe calls the dealership and a salesman tells him the truck's still available ..."ask for Andy!", says the…Continue
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…Continue
Added by Mark Tewart on February 24, 2014 at 9:00am — No Comments
Why? Although there can be many reasons for dealerships that struggle, after two decades of consulting, coaching and…Continue
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…Continue
Added by Mark Tewart on February 19, 2014 at 9:00am — No Comments
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…Continue
Added by Mark Tewart on February 18, 2014 at 9:00am — No Comments
“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…Continue
Added by Mark Tewart on February 17, 2014 at 8:30am — No Comments
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…Continue
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,…Continue
Added by Mark Tewart on February 13, 2014 at 8:30am — No Comments
“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…Continue
Added by Mark Tewart on February 12, 2014 at 8:30am — No Comments