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Steve Stauning

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Founder, SteveStauning.com Steve is the author of Assumptive Selling: The Complete Guide to Selling More Vehicles for More Money to Today’s Connected Customers; as well as a respected automotive industry veteran and founder of pladoogle, LLC – a leading training & consulting firm – and the free sales video training website SteveStauning.com. Prior to his involvement with pladoogle, Steve served in various automotive leadership roles, including as the Asbury Automotive Group’s (NYSE: ABG) director of ecommerce, the director of the Web Solutions division of Reynolds & Reynolds, and as the general manager of Dealer Web Services for Dominion’s Dealer Specialties.
perfect data

Preparing for 2019: Remember, It’s the Boring Stuff that Sells Cars

As you and your team review your sales plans for 2019, it’s important to remember that the dealers growing market share use the same...
phone

The Phone is Ringing: Yesterday, it was an Inquiry; Today, it’s a Buyer!

The phone is ringing. It’s a sales prospect. They’re not calling to chat. They found your vehicle on the Internet and (by calling you)...
market share

Dealers Growing Market Share: What Really Separates Them from the Rest?

With multiple automotive conferences and expos filling the schedule, October has become known to many in the industry as “conference month.” This year, as...
green peas

I Wish They Could Stay Green Peas Forever!

Salespeople… ahh, they grow up so fast, don’t they? One day they’re young, wide-eyed Green Peas treating every Up like a qualified buyer, selling sixteen...
assumptive selling

How Assumptive Selling Can Dramatically Improve Your Results

I’m pretty sure every dealer reading this article wants their salespeople to close a higher percentage of the prospects they encounter. To help achieve...
social selling

Dealers: Don’t Fear Social Selling; Embrace It!

At this very instant, there are vehicle salespeople on Facebook enjoying 25 or more sales a month just by talking about their accomplishments and...
chick fil a

The Chick-fil-A of Car Dealers

It’s no secret that the dealership model is under attack in America. From subscription alternatives that could bypass traditional dealers to startups like Carvana...
marketplace

Staying Ahead in an Ever-Changing Marketplace

Certainly, all dealers and managers understand the challenges facing automotive retail today: flattening sales; buyers visiting fewer lots; margins under pressure from all sides;...
sales managers

Turn Your 8-Car Alans into 30-Car Theos


Sales managers – many of whom routinely sold 25 or more units a month in their selling days – often lament that today’s salespeople...
attract and convert

Bells & Whistles May Not Attract and Convert

Here’s a silly question for dealers and managers: Do you ever look at your website and think it’s stale or boring? Of course you...
GM

GM to Move Forward with Transformation Plans

This past month, GM rocked the automotive industry when the company announced wide-scale changes, including layoffs that would “reduce salaried and salaried contract staff...
customer

Moving Dealerships From Transaction-Centric to Customer-Centric

Looking to 2019 and beyond, margin compression and customer expectations are among several factors that will increase, while more pressure from both existing and...
tom richardsvideo

How Your Dealership Can Thrive and Become More Profitable in 2019 – Tom Richards,...

Having up to date and correct insight into industry trends and successful practices is half the battle when running a successful dealership. Joining Jim...
Art Sobczakvideo

Sales Call 101: How to Sell Successfully Over the Phone – Art Sobczak, Business...

Practicing cold calling in your BDC is challenging but it can also generate an abundance of leads for your dealership's sales department. Our guest today...
credit life

Credit Life & Accident Insurance – Still Worth Selling? Yes.

Back in the good ol’ days of F&I (we’re talking 70’s and 80’s specifically here), one of the more profitable and popular products a...

How to Compensate Your Team

On this week's episode of Kain & Company, David talks about compensation plans and how to pay your team members fairly.

Cross-Selling and Pump-In, Pump-Out Data

On this week's episode of Auto Marketing Now, Brian Pasch talks about cross-selling and pump-in, pump-out data as well as some new tools to...

What Questions Do You Ask Yourself?

The questions you ask yourself can tell a lot about your life. On this week's edition of On the Mark, Mark Tewart wants to...

Four of Tom’s Favorite Scripts

On this week's episode of the Tom Stuker Show, Tom goes over some of his favorite sales scripts so that you can be better...