sales training

Selling Cars Online or Offline: DIY F&I? WTH?






  Today’s old car dogs will surely react with utter disdain and perhaps even great vengeance and furious anger when they read that I not only believe Do-It-Yourself F&I is the future, but that dealers who fail to embrace this trend will find themselves struggling to create a buying experience that customers love (and are(…)






Selling Cars Online or Offline: Let’s Remove (Not Reduce) The Friction






  Newsflash: Regardless of what you and your team believe, customers perceive multiple points of friction in the car buying process. Friction, by the way, that has today’s buyer seeking ways to avoid the dealership experience while working overtime to ensure you make no money on their deal. Given this, how your customers view your(…)






Selling Cars Online or Offline: What Does an Efficient Road-to-the-Sale Look Like?






  Before we look at an efficient road-to-the-sale (RTTS), let’s talk about what’s wrong with the traditional variety: It takes too long. It repeats steps. It lacks transparency. Your Road-to-the-Sale Takes Too Long Even dealers who feel like they’ve squeezed out all of the unnecessary steps in their RTTS, still spend more than three hours(…)






Selling Cars Online or Offline: The “Traditional” Up






  The buyer we’re most familiar with is often called the “Traditional” Up. I put “Traditional” in quotes because today’s Up is anything but traditional. As we see in the data, today’s Up (unlike the Up from just a few years ago) absolutely knows what they and they have a really good idea what they’re(…)






The Secrets to Growing Your Website’s Leads, Calls & Sales: Parasites to Add Today!






  Besides the “must haves” of online chat and instant retargeting parasites (which we’ve already discussed in detail) and the “should have” pop-ups, there are a few others that I highly recommend you add to your website sooner rather than later; as delaying their installation is just costing you sales. Trade Appraisal Applications Getting the(…)






Selling Cars Online or Offline: Not Everyone Wants to Buy Their Next Car Online






  Be prepared to be shocked, but not everyone wants to buy their next car online. Not even close. While there are certainly consumers who will fully buy new and used vehicles online today, they likely represent no more than five to seven percent of total buyers. This means they’re still an important group to(…)






Selling Cars Online or Offline: It’s All About A Great Experience!






  (This is the first article in a multi-post series.) Throughout this series we’re going to explore how top dealers are successfully selling cars today: the way their customers want to buy. In the process, they’re creating great buying experiences that lead to higher grosses and real market share growth. Moreover, they’re leveraging these great(…)






Chatbots are Here, They’re Necessary, and They’re Surprisingly Inexpensive






  …oh, and for car dealers, chatbots are moving metal! Time for some quick level-setting with the car dealer readers out there: Facebook is not going away; Most of your customers are already there; Your kitten pictures and inventory vomits aren’t being read; and Facebook Ads work, but you need to start communicating with these(…)






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