The Future is Not Online Car Buying; The Future is Omnichannel Digital Retailing I dislike the term “omnichannel digital retailing” because it’s a smash-up of buzzwords meant to make vendors sound cutting edge and smart. Of course, “omnichannel digital retailing” certainly rolls off the tongue easier than saying, “using a tablet or kiosk in-store to […]
The Dirty Dozen – 12 “Secrets” of Successful Salespeople As we start to ramp up to our new normal, one thing that isn’t likely to change is the difference between the top and the bottom of any sales organization. While every industry has its relatively few true superstar sellers, a third of the remaining group […]
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 […]
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 […]
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 […]
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 […]
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 […]
The Boring Stuff Essential for Automotive Sales Success (This post is an edited excerpt from Assumptive Selling: The Complete Guide to Selling More Cars for More Money to Today’s Connected Customers.) Either during the initial job interview or your first week in the car business, you were probably told (as I was) that selling cars […]
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 […]