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Paul Cummings

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SALESvideo

Five No’s Before They Go

As dealership salespeople, you ask on average three times. Paul Cummings says that’s too little. So instead, he has a small rhyme to remember. Access...
objectionsvideo

Overcoming Buyer Objections in the Car Sales Process

 How many times do you hear “I’m just looking.”  Instead of coming back with something witty or semi-snarky like “That’s why we put em...
follow-up planvideo

Having a Follow-Up Plan

The problem with follow-up is that it’s not being done correctly. Does your follow-up plan include calling previous customers every single week and thanking...
goalsvideo

Visualizing Your Goals

Do you have goals that are important to you? See the goal in your mind's eye as if it's already real. Listen to Paul...
customersvideo

Don’t Make Your Customers Feel Uncomfortable

 Like it when customers get in your face?  Of course not.  Then why do some salespeople crowd customers during the greeting?  It happens, but...
Gross Profitvideo

7 Words That Will Increase Your Gross Profit

What if Paul Cummings told you that there are 7 words that will increase your gross profit by 20%: Can you see some value...
enthusiasmvideo

Do You Have Your “E’s” Turned Up Today?

Do you have your "E's" turned up today? Bring your enthusiasm, excitement, energy and experience into the dealership and watch what happens. Hear how...
drivevideo

Finding Your Drive to Succeed

Go to work ready to make a difference for your customers. Don't settle for average. Do you have the drive it takes to succeed...
Tip Of The Dayvideo

Don’t Stop Short and Miss A Sale

Sometimes you may be the reason why a sale didn't happen. In today's Tip Of The Day, Paul Cummings shares with you how many...
gross profitvideo

7 Words to Increase your Gross Profit

Paul says there are seven words that helped him increase his gross profit 20% when he used the words five times with every customer....
shared cars

The Evolving Face of Car Sharing Legislation

Car sharing, a platform that allows for short term car rentals from private citizens or designated entities. Though it’s been around for a while,...
middle managersvideo

How to Set Up Your Middle Managers for Long-Term Success in the Dealership –...

On today's show, we discuss the turnover dealers see with middle managers and the challenges they face on the showroom floor every day with...
car shopping

Digital Auto Shopping Bucking Dealership Visit Trends: Cox Automotive Study

Many people vehemently dislike car shopping. Spending time going from dealership to dealership, looking at different models to make a decision on what they...
F&Ivideo

Increase Your F&I Department’s PVR with These 3 Strategies – Adam Marburger, Ascent Dealer...

On today’s show, we welcome back Adam Marburger, F&I expert, and President of Ascent Dealer Services. Adam always has great insight into what makes...
appointment

Turning a Phone Call Into an Appointment

It’s no secret that your dealership’s location can pose challenges to running an effective sales process. Situated in congested Chicago, the Berman Infiniti of...

Creating a Comfortable Environment for Your Customer

On today's episode of Kain & Co., David Kain discusses selling the appointment and creating an environment that your customer will be comfortable in.

Inspecting Your Paid Search Campaigns

On this week's episode of Auto Marketing Now, Brian Pasch talks about how you can inspect your paid search campaigns to make sure you're...

Thinking Outside the F&I Box

Depending on the culture of your dealership, it ma make sense for a salesperson to undertake part of the F&I process. On today's episode...

It’s Time for a New Conversation

If you have an underperformer on your team, chances are you've had the same conversation with them multiple times. It's time for a new...