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Are you Selling in the Zone?
Recently, I came across some old notes I took at a Half-A-Car training meeting about twelve years ago. The notes were centered around being focused and prepared to sell, a state of mind that some call being “in the zone.” There are some concepts that are timeless, and, even after more than a decade later, these stand the test of time.
Being in the zone is about more than just focus and experience, it is actually a different…Continue
Kids had started to focus on less traditional forms of play and were surging towards electronic toys. Plain old interlocking bricks just weren't as cool as they had been before the computer age. Instead of folding, Lego decided to go a new direction,…Continue
Successful service consultants in the automobile industry do the following:
1. They plan their day the night before. They review all appointments and service histories for potential sales opportunities before the customer’s arrival.
2. They show up for work early:
a. Write up “drop off” appointments.
b. Review the day’s staff, and any issues or concerns.
c. Review special…
The Art of the Trade-in Walkaround – Setting Realistic Expectations with Customers
By Chris Saraceno
Most customers looking to trade in a car bring to the dealership unrealistic expectations about the value of their trade-in.
Experts believe the Automotive Sales Consultant is the best person at the dealership to…Continue