Muscle Memory: The Key to Selling More Vehicles in any Market You’ve probably heard the term muscle memory applied to professional athletes. It describes those who’ve committed to their craft and practiced something so many times that their actions become automatic. The game “slows down” for them; they hold an advantage over their opponents; they’re […]
Turn Your Order-Takers Back Into Sales Pros Let’s be honest. Since about August or September 2020, your salespeople have had it pretty easy. Your cars, trucks, and SUVs have been selling themselves… often at prices above MSRP for new cars and at historically elevated prices for used. Most salespeople became order-takers. They quit making calls, […]
The Great Car-Buying Experience: Telling is Only Half the Equation Even before the pandemic, many dealerships were beginning to focus their marketing and messaging away from low prices toward providing a better customer experience. Certainly, the lockdowns and resulting (now fading) rush to at-home test drives and (still in its infancy) online buying sped up […]
Priorities for the Modern Automotive Salesperson Are you an automotive salesperson managing not just Floor Ups, but also Phone Ups, Internet Leads, and perhaps Website Chats? If so, then you likely encounter times when multiple opportunities appear simultaneously, each requiring your immediate attention. The simplest idea, the one where you prioritize the person in front […]
Free Inbound Sales Call Cheat Sheet and Assessment for Car Dealers If you’re just here to access the free assessment page for use in your dealership, you can click here: Free Car Dealer Call Monitoring Cheat Sheet. If you’re interested in what each area involves and why these are the important areas to grade on […]
We Were Killing It… Now What? For a variety of reasons (pent-up demand, stimulus checks, fear of public transportation, etc.) year-over-year sales increased for virtually all dealers in the third quarter. Moreover, because of tight supply, dealers were able to hold more front-end gross on the vehicles they sold. Even the publicly-traded groups – which […]
Steve Stauning’s 100% Biased Gift List for Christmas 2020 2020 has been a strange year (to say the least). Though despite the on again/off again restrictions, your family, friends, and coworkers still expect a gift from you this holiday season. Instead of the clothes they’ll never wear or the ever-impersonal gift card, why not give […]
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 […]