Category: Sales

What’s Wrong With Your Connect Rate And How To Fix It

When a dealer wants to grow their business and start making more sales, the easy solution is to get more leads. Even if you have hiccups and gaps in your processes, if you get more leads, you’ll sell more cars. That is until the gaps in process become so big that you can no longer convert leads to sales at the same rate. One of the main areas we see this breakdown is in the BDC. When your call center is flooded with leads, it’s hard for your reps to keep up, especially if they don’t have a systematic...

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Are Your Leads Self-Destructing?

Growing up, I used to love watching re-runs of the show Mission: Impossible. Each episode would start the same way—the leader of the team would receive a recording of what spy mission they were about to go on, and then the voice would say “This message will self-destruct in 15 seconds.” The tape would then start smoking and catch fire. You should think about leads the same way—maybe they won’t self-destruct, but if you don’t follow up ASAP, you will see your chance to convert them into sales go up in flames. Just about any sales process can be...

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What Networking Can Teach You About Selling Cars

When we were first getting started in our business, we went to A LOT of networking events. The other week, we were reflecting on these experiences and we realized that there’s a lot about networking that applies to selling cars. For example, imagine you and four other individuals enter a room with 100 people and you are all trying to sell the same thing. The room is divided into two groups—two people (who you know have expressed interest in your product) are on one side and the remaining 98 (who have not expressed interest) are on the other. Your...

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The Buzz From NADA100

Last weekend more than 23,000 auto executives and solutions providers gathered in New Orleans, Louisiana for the 2017 NADA Conference and Expo, bringing dealers and vendors from across the country together and kicking off the celebrations for the trade association’s 100th anniversary. With more than 68 workshops and the non-stop party of Bourbon Street, the event didn’t disappoint. Once again NADA put on an amazing show, with keynotes from industry bigwigs Jeff Carlson, Mark Fields, Mark Scarpelli, and Keith Crain, as well as special guests, comedian Jim Gaffigan and world-class adaptive snowboarder Amy Purdy. “It was a blast!” Chris...

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COACHING: A Whole New Way To Sell Cars

Last time we showed you how you can use ideas from football to coach your salespeople into a championship squad. But the coaching doesn’t have to, and shouldn’t stop with training your sales staff. You can, and should, also coach your customers toward victories as well. While the team executes the game plan, a coach ensures that good players become great. Encouraging them to go much further than they might have dreamed by providing leadership and guidance. Consider thinking of your leads as potentially great players that need the direction of your sales team to make the best possible...

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