It’s Time to Revisit Sales Processes Congratulations! You and your team have likely enjoyed the greatest run of net profitability in the history of your store! Of course, so has every other (non-Carvana) dealer in America. What a great (and weird) time it was to be a car dealer. Tight inventories created discipline at the […]
Automotive Retail Disruption: How Process Would’ve Made a Difference We all know good habits are learned in bad times, and bad habits are learned in good times. For virtually every car dealer in America, the good times started sometime around 2011, and ended suddenly in mid-March 2020. An industry disruption no one could’ve predicted. So, […]
Buckets and Your Internet Sales Processes For most automotive sales managers, the internet sales and other CRM follow-up processes their store employs can seem confusing on the surface. Some “computer guy” manages the whole “CRM thing” and creates these “complicated algorithms” that keep the processes firing as designed. Except that CRM processes – especially those […]
Automotive Lead Response Strategies: Stop Overthinking the Auto-Response! The primary goal of your internet sales process – that is, the process you use in response to a new sales lead arriving in Web Control (or whatever CRM you use) – is to reconnect with the prospect. That’s it; just get them on the phone or […]
The Goals of Your Internet Sales Process I read some posts from a well-meaning internet sales trainer in automotive recently that gave me pause. Basically, this trainer appears to be taking old-school phone-up cards and reconfiguring these for dealers to use as their strategy for their lead response processes. The trainer is telling clients and […]