Paul Cummings

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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....
empathyvideo

Using empathy to answer “I’m just looking.”

When people say “I'm just looking," Paul suggests using empathy to level with and relate to the customer, leading to more potential sales opportunities.
tip of the dayvideo

Five “No’s” before they go

When people buy products $10,000 and up, 80% of all transactions occur on the fifth request to buy. Paul explains why salespeople in auto...
Sandy Schwartzvideo

Cox Automotive’s Sandy Schwartz on Ending His Tenure as CEO and Welcoming New President...

Recently, powerhouse Cox Automotive announced a changing of the guard. Effective today, August 3rd, Sandy Schwartz transitions to a new role as CEO of...
Barra

GM CEO Barra Encourages Young Girls to Consider a Career in the Auto Industry

Despite small glimpses of recent progress, Women have continued to be underrepresented across the entire auto industry. According to data collected by Catalyst, women...
Texas Auto Dealers Associationvideo

Leading the Nation in PPP Loans, Texas Dealers Rely Heavily on Stimulus Through Pandemic

Texas has been undoubtably one of the hardest hit states for the continued spread of the coronavirus. As some areas of the country have...
social distancing

Keeping Your Service Drive Packed in a World of Social Distancing

As our world gets back to work after the initial pandemic shutdown, we are noticing successful social distancing protocols implemented all around us. Grocery and...
customer experience

How the Customer Experience is Improved by Women in Automotive

The customer experience (CX) in automotive has been an area of growth and investment in recent years. Manufacturers are focusing on improving how they...

Generate More Be-Backs with this Step-by-Step Guide

  Before the age of the internet and smartphones, be-backs were done with voicemails and letters. However, today there is so much technology at a...

Mastering Your Vehicle Service Contract Sales

Listen up, F&I managers: When was the last time you took a long, hard look at your service contract sales? Were you happy with...

Eliminating Your Customers’ Fears

 On this episode of the Saturday Morning Sales Meeting, David Lewis of David Lewis and Associates talks about understanding and eliminating your customers' fears...

June Kerrigan Report: Retail Automotive Bounces Back Strong

After some tumultuous activity, the Kerrigan Index settled down for the month of June. The index was up five percent that month, which means...