Great Sales Month, Now What?
So you had a great May, what now? There are many examples of record performances across the auto industry in May. After 2 months of “safer in place” there was a built-up angst that produced a surge of activity in our dealerships, but what now? I see examples...
Selling with a Story
My father was one of the best salespeople I’ve known. He would use stories all through his sales conversations. One of my favorite stories he would use was when talking to a friend he was not currently doing business with. He would ask if they were familiar with the...
The Meet and Greet
I have heard it said, people buy cars from people, not companies. We can all come up with exceptions to this statement. However, as long as there are dealerships with salespeople standing on the point this will remain true for a percentage of buyers. I would...
Ask For The Profit!
We begin most deals in which the value in the customer’s mind is below the cost being offered by the seller.
Value Versus Cost
I traveled all over the country consulting with dealerships of virtually every automotive brand. There was a scenario that was common to every one of them. I would ask the managers if they had ever experienced selling a vehicle to a customer that they made well...
Who Loves Equity Mining Calls?
Let’s address this in two ways: (1) Offer a value proposition to the client that you’d want to hear. And, (2) Have a positive attitude; expect agreement in the sale/on the call. We should have such wonderful news to share with the client that when they aren’t interested, it surprises us. I’d bet that right now, you’re shocked when they are interested.
Be a Mentor, Not a Manager
In 2004, I answered a classified ad in the newspaper for car salespeople. Yes, people actually used to read those - in print form! Frankly, I didn’t believe I wore nearly enough jewelry to be a car salesman. I didn’t wear a watch, had zero rings, and,...
BDC: What Is It Good For?
Imagine this: You own a car dealership. Most of your team have been with you for 10 years or more. You are in a small town and residents know where you are if they need a new car. So, why would you need a BDC? I’ve run into this situation more than a few...
