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Ken Strong

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Retail automotive veteran and writer for CBTnews.com
influence

3 Fundamental Sales Books Every Car Salesperson Should Read

Selling cars is more than just exchanging money for metal. It is understanding people. It is also understanding your own psychology and that of...
fundamentals of selling

Selling Fundamentals: A Guide for New Salespeople

A career in the car business can be fun and rewarding. Life in the dealership is often high energy and fast-paced. It may be...
commercial inventory

5 Tips for Marketing your Pre-Owned Commercial Inventory

Commercial vehicle sales are good business. This business is a great way to incrementally increase your monthly sales volume in a new niche, without...
used vehicle leasing

Used Vehicle Leasing: Why You Should Take a Closer Look

The concept of leasing has been around since at least 2000 BC. New vehicle leasing has been around almost as long as the automobile...
confidence

5 Strategies to Increase Your Confidence as a Sales Professional

There are many experts out there who will teach you how to be confident, but at the end of the day, confidence comes from...
connect with customers

Thinking Outside the Dealership: Unique Ways for Sales Professionals to Drum Up Their Own...

It’s no secret that success in auto sales requires much more effort than simply taking ups on the sales floor. You cannot let your...
millennials

Dealing with the Unique Qualities of Millennials in the Workplace

Whether you realize it or not, you are probably already dealing with millennials in your workplace. Millennials (also known as Generation Y) are the...
job satisfaction

Techs: Job Satisfaction Equals Increased Service Revenues

It is no secret that recruiting and training service technicians is expensive. Tech turnover can cost a dealership money in many ways, including recruiting...
winter preparation

How to Promote Winter Preparation Sales in your Service Department

It’s that time of year again for most of the country. Leaves are falling from the trees, and snow will begin falling from the...
hurricane damage

How to Spot Hurricane Damaged Vehicles and Parts that are “Flooding” the Market

The National Insurance Crime Bureau has reported that Hurricane Harvey is responsible for nearly 270,000 vehicle insurance claims. Nearly 70,000 more were caused by...
phone

Why the Phone is Your Greatest Weapon in Business

We all know that the Internet connects everyone on this planet instantaneously. Social media like Twitter, Facebook, Google+, YouTube and LinkedIn are being used...
Patrick Manzivideo

A Year in Review and 2020 Industry Predictions from NADA’s Chief Economist Patrick Manzi

2019 for the auto retail industry has come to a close and many of us have been eagerly waiting to see the final numbers....
Becky Chernekvideo

Becky Chernek Discusses How to Adapt Your Dealership’s F&I Department for the Digital Age

Here to tell us how you can revamp and re-invigorate your dealership’s F&I strategy for 2020 is Becky Chernek. Becky is an F&I Expert,...
Howard Hakesvideo

Howard Hakes Reflects on a Successful Year as 2019’s AIADA Chairman

2019 was certainly a busy year for Washington with tariff threats, industry disruptors, and historic trade agreements. And the folks over at AIADA have...
questions

Are Buyers Liars? Ask Questions That Get Honest Answers

As long as I have been in the car business, I’ve heard salespeople and managers jokingly use the cliché “Buyers are liars.”  When I...

Hydrate Your Mind

Have you ever been dehydrated? It can negatively affect your entire body. The same thing can happen to your mind if you don't feed...

Being Transparent During the Deal Proposal

On this week's episode of On the Mark, Mark Tewart urges you not to manipulate or hide any information from the customer during the...

Inspiring Your Customers Through Messaging

On this week's episode of Kain & Co., David Kain talks about how messaging your customers and responding quickly can inspire them to engage...

Addressable Advertising on Cable TV

On this week's episode of Auto Marketing Now, Brian Pasch talks about new marketing opportunities available via cable advertising that some dealers may not...