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) […]
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 […]
Repeats, Referrals & Reviews – The Most Profitable Sales for Today’s Sellers Every automotive salesperson I’d ever met who averaged more than twenty-five vehicles a month had one thing in common: they each depended on their repeats and referrals to hit their numbers and make better than average commissions. They treated their customers right, which […]
Want More Real Test Drive Appointments? Finally, Someone Brought Some Technology to the Table! I’ve written many articles and produced more than a few videos showing car dealers how they can set more sales appointments that show and buy. From creating an Appointment Culture to detailing the four steps of The Perfect Appointment, everything I’ve […]
Offering Alternate Vehicles in your Email Responses – Should You or Shouldn’t You? There’s some debate today on whether to include alternate vehicle choices in your email responses to leads. Some OEMs demand it; and many internet trainers tout it. In fact, the default processes in the expensive CRMs include some random automation that […]
What Not to Say in Your Automotive Lead Responses I understand teaching your team what not to do is considered negative coaching; and negative coaching, as most of you know, almost never works. For example, teach a young hockey player to “never shoot the puck at the goalie,” and they’ll hit the goalie square […]
The Car Dealer’s Step-by-Step Guide to Getting More At-Bats First a WARNING and a DISCLAIMER: WARNING: This is a freakishly long article that’s chock full of valuable information, so give yourself plenty of time to digest it and be prepared to share parts of it with different people on your team. DISCLAIMER: There is […]
Craigslist Posting Basics for Car Dealers I’ve shared versions of these Craigslist best practices with clients and on the various industry discussion forums over the years, yet never thought of organizing these into an article until someone asked me recently if I had these tips all in one place. Hmm, good idea… so, here they […]
I hate to break it to you, but if you run a for-profit business – like a car dealership – then your website has just two important goals: Goal #1 – Attract Visitors Goal #2 – Convert Visitors Sorry, that’s it. Attracting and converting visitors are the only real value your website provides and […]