(This series is an edited excerpt from Assumptive Selling: The Complete Guide to Selling More Vehicles for More Money to Today’s Connected Customers, which is available on Amazon for $49.99. To begin with the first article in this series, visit How to Sell Cars via Facebook – Real Social Selling.) No Politics! – Part 5 […]
(This series is an edited excerpt from Assumptive Selling: The Complete Guide to Selling More Vehicles for More Money to Today’s Connected Customers, which is available on Amazon for $49.99. To begin with the first article in this series, visit How to Sell Cars via Facebook – Real Social Selling.) Less is More with Automotive […]
(This series is an edited excerpt from Assumptive Selling: The Complete Guide to Selling More Vehicles for More Money to Today’s Connected Customers, which is available on Amazon for $49.99. To begin with the first article in this series, visit How to Sell Cars via Facebook – Real Social Selling.) The Second Rule of Social […]
(This series is an edited excerpt from Assumptive Selling: The Complete Guide to Selling More Vehicles for More Money to Today’s Connected Customers, which is available on Amazon for $49.99. To begin with the first article in this series, visit How to Sell Cars via Facebook – Real Social Selling.) Social Selling and Facebook – […]
(This series is an edited excerpt from Assumptive Selling: The Complete Guide to Selling More Vehicles for More Money to Today’s Connected Customers, which is available on Amazon for $49.99.) How to Sell Cars via Facebook – Real Social Selling – Part 1 At this very instant, there are vehicle salespeople on Facebook enjoying 25 […]
Why Southern California Salespeople Should Be Killing It I’ve been working with dealer-clients in Southern California this year and I am absolutely shocked at how many 8-Car Alans and 10-Car Tinas they have on their teams. While nearly every dealer in America has a couple of 8-Car Alans, there’s no excuse for this in Southern […]
Why Are My Sales Down This Month? Many of my clients reported a record March. Some even reported their March sales were their highest single month ever. All were happy, some were even giddy. Fast forward a few weeks… Why are my sales down this month? Yikes! I write “yikes” because, of course, they should […]
For the Love of all Things Holy! Keep Your Frickin’ Word! A great customer experience – the kind that Chick-fil-A or Ritz-Carlton provides – involves just four things: Make “it” easy Manage expectations Keep customers informed Keep your word This simply means: Make whatever the customer wants (a chicken sandwich; a room for the night) […]
The Benefits of Social Selling for Car Dealers Despite the results many dealers enjoy by encouraging social selling among their sales teams, many others are still unsure if they want to empower salespeople to leverage Facebook as a true sales driver. Some, shockingly, still aren’t sure they want this kind of “behavior” on their dealership’s […]
Stop Rewarding Your 8-Car Alans Every dealership has an 8-Car Alan (perhaps yours is a 10-Car Ted or even a 14-Car Phoebe). You know, that veteran salesperson who delivers an unspectacular, yet steady volume of units each month. Their sales primarily come from the owner base, though they do take a few Ups when they […]
Selling Cars isn’t Hard… It Just Takes Work There’s a common misconception among below-average automotive sales professionals that those enjoying success are either just lucky or they’ve discovered some secret to selling more vehicles for more money – a secret they’re selfishly hiding from the rest of the herd. Marginal salespeople – those languishing at […]
Carvana is not “The Amazon of Car Dealers” When Carvana (NYSE: CVNA) announced their initial public offering in 2017, Fortune.com heralded the event with the headline The ‘Amazon of Cars’ Has Filed for an IPO. Certainly, Fortune chose this inaccurate description because the company was then describing itself as the “Amazon of cars” – believing […]
Let’s Do This How Three Simple Words Can Move Your Buyer Through to the Sale The very essence of Assumptive Selling is knowing that everyone is a buyer… and that they want to buy from you… and that they want to do this today. Once you grasp this concept, internalize it and practice it with […]
Why “Wait & See” Wins with Shiny Objects Ten years ago, the consummate car-guy Charles Oglesby (then CEO of Asbury Automotive Group) told me, “In automotive retail, you cannot hold a creative competitive advantage for very long.” His point was clear: In the rare case that someone truly discovered some purchasable competitive advantage that actually […]
The Dreaded “Just Looking” – How to Overcome Objections on the Lot The number one objection car salespeople heard 30 years ago is the same objection they’re hearing today: “No thanks, we’re just looking.” Ugh, the dreaded “just looking” objection! It seems every prospect you approach is just looking! (Here’s a quick hint: If you’re […]
Your Local Car Salesman Just Might Be Helping in the Fight Against Childhood Cancer September is National Childhood Cancer Awareness Month and $10 from every copy of ‘Assumptive Selling’ sold this month goes straight to the PaulieStrong Foundation Given nearly 16,000 children are diagnosed with cancer each year in the United States, you would think […]
Training Your Sales Team: The Dirty Little Secret to Great Training There’s a secret that some industry trainers don’t want you to know. It’s a secret about how to provide the best training possible for your team. They don’t want you to know it because it’s 100% free and available to you any day you […]
Wanna Sell 30+? Learn to Drive the Up Bus! Will McGinnis from vAuto posted the picture above on LinkedIn this week showing an unidentified Colorado Ford dealership with six salespeople sitting out front waiting on the Up Bus… in the middle of the day… on a Monday! Maybe the best part about the photograph was […]
The SEM Thieves Aren’t Even Trying Anymore! A Google Analytics map hit my inbox today that can only be described as mind-numbingly incredible. Incredible, in that it is simply not credible. The map, displayed below, shows where this anonymous dealer’s website traffic originated from last month. No, this is not the board from the game […]
Advice for Green Peas: How to be Successful at Selling Cars If you’ve recently started selling cars – and you’d like to be successful – I have some advice for you: Be all-in or all-out Love what you do Read Assumptive Selling As you’ll learn in this post, everything you need to go from Green […]