Automotive Digital Marketing

Professional Community for Car Dealers, Marketing, Advertising and Sales Leaders

Loading... Be Patient!
The trust we build or loose in the sales transaction is then transferred to the service process. Dealerships should begin to build the service department into their sales process. Customer should be offered an opportunity to talk with the service manager and ask questions about service. The service manager should be the individual that explains the new car warranty to the customer. This will eliminate the chance of confusion and misleading statements by the sales department. If we are truly going to revolutionize our industry for the better CUSTOMER RETENTION should be the standard, not sales volume.

Customers should be taken thru the parts department and advised that this dealership has hundreds of thousands of parts and parts inventory to fix this brand of cars.

When this brand of car has a service or parts issue, the selling dealership has an obligation and an opportunity to repair the vehicle as well as the customer. The dealership can start the relationship off right by selling the Creative Effort to the customer and Stop Selling the Business. This is the time to build the customer relationship. By not trying to sell that car as selling the effort, the dealership will retain the customer forever.

Imagine that your dealership walks the customer thru all of its departments; the service, parts and body prior to negotiating the deal. The dealership is setting a tone that not only do you have the auto maker guarantee; you have the personal guarantee of the DEALER PRINCIPAL. This is the highest level of assurance you can give to a new car owner.

Customers make purchasing decisions based upon a relationship. Build that relationship and maintain that relationship over the course of ownership and you will RETAIN your customers. Hard sell them into a payment or price and the next opportunity they will be down the road to another dealership and brand.

M5™ Management Services Team has spent countless hours of travel and research on improving the performance of new car dealerships. Customers ask for sales techniques. They ask for closing techniques. The answer to closing a sale starts way before the closing situation appears. Closing the sale starts by answering the telephone. Building a relationship and retaining the customers will happen by providing a tireless effort to set the customers’ expectations and live up to those standards at each and every opportunity. If you fail, refer to the standard and exceed it. Your customer will appreciate the effort and stand side by side with you through the ownership lifecycle. You will be rewarded by profits unseen in the history of the automobile industry.

Steve Shaw
M5™ Management Services

Find us on the Internet…Everywhere

Blog -
Home Page –
Twitter –
Facebook – M5™ Management Services
Facebook – M5™ Management Service Fan Page
Facebook – M5™ Management Services Group
Facebook – M5™ Management Services Webinar Series
Linked In –M5™ Management Services Profit Group

Or just Google us - M5™ Management Services
Lee Harkins
M5™ Mark Erickson
M5™ Dave Vaden
M5™ Steve Shaw

Views: 170

Tags: Advisor, Atcon, Car, Dave, Dealership, Harkins, Lee, M5, Management, Mark, More…Service, Shaw, Steve, Training, Vaden, erickson, services


Oops... You need to stop "Lurking" on ADM and become a more genuine Automotive Professional by completing your membership registration. As a registered ADM Member, you can post comments, publish your own articles (be a star!) and start Forum discussions. Stop being an online "Peeping Tom" and JOIN ADM RIGHT NOW!

Join Automotive Digital Marketing

Automotive Professional Network and Resource Exchange for Car Dealers, Managers, OEM and Marketing Practitioners seeking Best Practices.

ADM Sponsor

William B. Terry
Rated by Super Lawyers

loading ...

ADM Badge


Based On Your Interests...

ADM Consulting, LLC

Onsite/Offsite Combination ADM Consulting, LLC Professional Services
Select the maximum monthly investment you plan to make
Sign up for

Automotive Marketing Tools

Get ADM Toolbar

Click here to take the ADM Member Survey

Getting too many emails from ADM? Click mailbox below to control which types of alerts and updates you are sent......



ADM Professional Services
Phone Consultation
Topic or Issue:

Top Automotive Marketing Forum Discussions

Share the Best Content w/AutoMarketing Community

Microsoft Office PowerPoint

© 2020   Created by Ralph Paglia.   Powered by

ADM Badges  |  Report an Issue  |  Terms of Service, pub-1344093271332697, DIRECT, f08c47fec0942fa0, pub-1344093271332697, DIRECT, f08c47fec0942fa0