Category: Sales

How to Uncover the Hidden Wealth Buried in Your Dealership

When dealerships experience success and profitability, dealers and managers sometimes feel the urge to “coast” and start to believe that things couldn’t be any better.  Next thing you know, stagnation creeps in and a downward cycle could be on the way. A brief look at history reveals that the best time for an army to attack is immediately following a successful battle. Skills and wits are at their sharpest, and morale and motivation is high enough to take on any challenge. A team operating in its “zone” is a team that’s ready to grow faster and accomplish more. The...

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How Answering the Phone Could Change Your Business

For most dealerships, not being able to attract customers over the phone is a major roadblock to success. The problem isn’t with the customers, but in the lackluster phone skills of your staff. When customers call a dealership, it isn’t to talk about a car. They are looking for help. They are looking to be guided to the right decision. They want to be told why they should buy a car from your dealership and why buying from you is better for them than any other dealership. They’re calling to cross you off their list.  And most dealerships make...

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From Lazy to Crazy: How to Transform Non-Performing Salespeople into Superstars

Too often business growth and improvement is stalled out because the dealership is filled with the wrong people—lazy and unmotivated salespeople who can’t do much more than take an order and unskilled managers who can’t inspire the people you’ve got and aren’t any good at recruiting new talent. Ultimately the staffing problem results in infighting, resistance, and backstabbing, which makes growing the business seem impossible. Most leaders stop trying to grow and improve until after they’ve fixed their staffing problem. But this is backwards thinking and can cause your business to be forever stuck in a rut. A Better...

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It’s All in a Name: The Curse of the Car Salesman

I would prefer a trip to the dentist over a trip to a furniture store. I loathe furniture shopping. I never seem to find what I have in mind, I’m always frustrated with the selection, and the salespeople annoy the tar out of me. You know when you enter the store and they’re all standing on point, waiting for the next sucker to walk through the door. They immediately pounce on you, “Welcome to XYZ Furniture! Can I help you find something in particular today?” The obligatory response (say it with me): JUST LOOKING! In some stores, they’ve gotten...

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