Sales Strategy

With the coming of spring, dealerships around the country will be sprucing up their showrooms and getting that lot full of cars to sparkle once again. In hopes of shaking off the winter doldrums and putting some spark into their sales staff, many of...

In their book “Extreme Ownership: How U.S. Navy Seals Lead and Win,” Navy Seals Leif Babin and Jocko Willink state that only after a leader truly understands the mission and what is needed to complete the mission, can he/she pass it forward to their...

When we first started selling cars, it’s a shame that all of us weren’t taught how to effectively follow-up with a customer who leaves your lot without buying. If we had been taught “why and how” to follow up with these “unsold prospects,” we’d...

2015 and 2016 were record-setting years for the auto industry. Sales were at an all-time high, and it seemed as if the trend could continue into 2017. Unfortunately, the trend did not continue as 2017 saw 17.23 million vehicles sold, down from 17.55 million...

Technology is evolving at a faster pace than ever before and no industry is evolving faster than automotive. Cars that drive themselves and communicate with other vehicles as well as the urban infrastructure are within our field of view in the near future. With all...

Opportunity #1 – Bring your own business To be successful for a long period of time you must create lead generation marketing. Lead generation equals dollar creation. Many dealerships are not effective at advertising and marketing. If you wait for your dealership to provide your...

  Are the vehicles on your lot impacting your sales? Haig Stoddard, Senior Analyst at WardsAuto, talks with CBT News about January 2018 auto sales numbers, what the market is saying about your automotive inventory, and how to avoid any risk. Haig explains how the year...

Global accessibility to the internet allows shoppers an outlet to connect, research, and ultimately purchase online without leaving their home. In response, Dealerships are becoming more creative by revamping their digital marketing and adapting to a mobile-first experience. Are you wondering how a company...

One-price selling is something that more dealerships are doing, but not everyone. Why isn't every dealership using this selling technique? It certainly works for Carmax, the largest used-car retailer in the U.S.. Mark Rikess, President of The Rikess Group, recently shared this theory with...

Overall US automotive sales slipped ever so slightly year-over-year in 2017. The clientele is out there, ready to buy up vehicle inventory with a fairly stable economy and a job market that’s improving. While there certainly are car buyers ready with cash in hand,...