business situations

Car Dealer Free Training Cheat Sheet






  Cheat Sheet for Free Car Dealer Training Resources About once a week I get asked if there is a place where someone can go to see all of my free training resources cataloged in an easily digestible format. For car dealers looking for just video training, we created a Suggested Training Curriculum for Car(…)






How To Mystery Shop Your Own Dealership For Free!






  No gimmicks and no tricks. In this article I am going to give you the step-by-step instructions you need to start mystery shopping your dealership’s internet sales team (and your competitors’ teams) without spending a dime (or by spending very little).  In the interest of full disclosure, my company completes a comprehensive mystery shop(…)






Website Design “Experts” Are Killing Your Website’s Design!






How To Design Your Website to Convert More Visitors into Buyers! Little-known baseball great and minor league manager Rocky Bridges once said “There are three things the average man thinks he can do better than anybody else: build a fire, run a hotel and manage a baseball team.”  If Rocky were alive today he might(…)






Car Dealer Specials Pages are supposed to Drive Customers – Not Drive Them Away!






  Sorry, but Your Special’s Pages Stink… and That’s Costing You Sales! Let’s agree on a few things before we dive into some very simple steps to growing your sales with working specials pages: As the article title explained: Your specials pages are meant to drive customers, not drive them away!; and Your website has(…)






How America’s New Car Dealers Can Prepare for the Coming Autonomous Vehicle Disruption






  As I wrote in 2015’s Self-Driving Cars: the Winners and the Losers, new car dealers will be among the “Obvious Losers” when, not if, self-driving vehicles become ubiquitous. However, I also predicted that this evolution wouldn’t likely begin impacting new car dealers before 2025.  My timeline has actually contracted a little in the last(…)






Car Dealers: Stop Overthinking Your Website! It’s All About Conversion!






(This is an update of a 2011 article I wrote for Digital Dealer Magazine. For some reason, my byline is absent in the online version of that post.) As I’ve said (and written) for a decade, if you’re a for-profit business, your website has only two goals: Attract Visitors. Convert those Visitors into Customers. Attract.(…)






Appointments Are The Only Thing






One of the great things about what I do is that I get to speak to a lot of dealer groups. It’s something I really enjoy doing; but more than that, it’s something I feel needs to be done. I believe an educated dealer is a successful dealer; and there is just so much misinformation(…)






The Game Changer: Undeniable Advantage Free Live Webcasts






  Undeniable Advantage marks the first comprehensive free live training that will actually deliver real-world tactics and strategies your team can employ today! Post Falls, ID – June 27, 2016 In a bold and broad effort to change how businesses receive valuable and actionable training, the leading digital marketing and sales training expert in automotive(…)






Car Dealer Internet Sales: It Really Ain’t All That Hard






Stop Overthinking Internet Sales: 7 Simple Strategies for Closing More Deals Today! The perception of internet sales for many dealers and traditional sales managers is that it’s still a confusing area best left to those who are more “technologically proficient.” Moreover, industry vendors, other so-called experts and even some trainers continue to profit in keeping(…)






Car Dealers: Overcoming the Price Objection in a Price-Transparent World






The Best Way To Overcome Today’s Price Objections Whether training sales managers for an OEM or a call center for a single-point dealer, the concern posed more than any other recently is how to overcome price objections on the phone in today’s transparent environment. Most dealers, you see, do a decent job of managing objections(…)






Ask for Referrals? If I was the Dealer, I’d Prefer You Ask for a Little Yelp






Among the many activities I complete in advance of a dealer consulting visit is a thorough analysis of their online reputation, as this can often help define much of the visit’s focus. During one such analysis this week, I discovered the following for an upcoming dealer visit (numbers have been estimated to protect the dealer’s(…)






ZMOT, Big Data, Micro-Moments and the Overthinking of Everything






  As my friend Jeff Kershner so eloquently Tweeted last week: “A few years ago everyone was going BONKERS over ZMOT and now going BONKERS over Micro-moments. It’s like breaking up a turd into pellets.”   A few years ago everyone was going BONKERS over ZMOT and now going BONKERS over Micro-moments. It’s like breaking(…)






Car Dealer Phone Skills 101: The 5 Sales Call Types and Why a BDC is Best






The 5 Car Dealer Sales Call Situations (and why a BDC is best) With today’s connected customer, there really are only a few types of phone calls your team will find themselves involved with. Gone are the days of a customer phoning and saying, “I need something good on gas for under $8,000; what do(…)






Is Duplicitous Pricing Good Business?






In a transparent, information-rich world where showrooming is commonplace, a pricing tactic used by many retailers seems strangely shortsighted. For lack of a better term, let’s call this shortsighted pricing practice “Duplicitous Pricing” or DP for short. Simply put, DP occurs when a retailer posts one price in their store while maintaining a different price(…)






Why Free Training?






As some of you may know, I give away 100% of my online video training for free. I started this because I had more dealers, dealer groups and OEMs asking for my time than I had time to give. Since most managers in automotive (no offense) pay for training that they never bother to implement or reinforce, I decided(…)






Car Dealer Pay Plans: How Do You Structure a Pay Plan for a Hot Mess BDC?






  I recently received an email from a colleague asking about a pay plan for an automotive BDC that I describe as a “Hot Mess.” Why a Hot Mess, you ask?  Plainly stated, a dealership’s sales structure and associated process flows should be simple and straightforward. When these flows have multiple forks upon multiple forks(…)






Help: I’m female, I’m foreign and I’m a new manager!






  We recently received the comment below on our Young Managers – How Do They Lead Older Subordinates post: Hi, I am a female, 28 year older manager leading a mix team of 8 people who are 15-25 years older than me in finance operations. I have slightly different situation. I am an EXPAT from(…)






Dear Car Dealer: Why your record year might be a bad thing






  Dear Car Dealer: Congratulations on a record 2015! Yippee! Now, get the slings, because you’ve likely broken your arm patting yourself on the back. If you’re an average dealership – whether privately-owned or publicly-held – you had a record year in 2015. Heck, if you’re a below average dealer you had a record 2015.(…)






Are Car Dealer Online Service Scheduling Applications Chasing Customers Away?






  Let me start this post by stating unequivocally that I am big fan of online service scheduling applications for car dealers. When set up correctly, these little tools can save you and your customers the headaches and hassles of numerous service phone calls. When set up correctly. Without getting into the weeds, suffice it(…)






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