Dear Ford: I Cannot Believe I’m Still Writing About This in 2020! (No time for a long post this morning. However, if you want to read more on this neverending issue in automotive, go here: DEAR TOYOTA: HERE’S $108 MILLION TO SPEND IN YOUR FIGHT FOR SHARE AGAINST FORD.) This week’s headlines for the Ford […]
(Forgive the long post, but there are some important lessons in here. If you don’t have the patience to read 3,200+ words, then you’re going to have to learn to be happy with treading water this year. However, feel free to skip the first 300 or so words and jump to The Two “Secrets” … […]
Automotive Internet Sales: The Difference Makers I see all kinds of internet sales structures; from high-performing BDCs to cherry-picking internet sales teams to the hot-mess-convoluted-no-one-is-accountable combinations. To be clear, any structure can work (some, of course, better than others) if the store leadership drives the activities. That’s a big if. Some automotive sales managers, in […]
Texting While Selling? Even I Was Shocked by This Behavior! This one is hard to fathom. Sure, I’ve been in an Uber while the driver carried on an extensive (and dangerous) text conversation with his friends. Of course, he wasn’t trying to sell me anything (though, perhaps, he should’ve tried to sell me on leaving […]
Hiring Automotive Salespeople: We’re Way Beyond Sink or Swim I was working with a client recently (essentially helping train their sales team to sell more vehicles at higher grosses to today’s connected customers) and on the first day of the engagement, one of the managers pulled me aside and told me not to bother with […]
(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 Guide for 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.) Successful Social Selling – Part […]
(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 Through Storytelling – […]
(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 Warriors – Part […]
(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 […]