Sales Strategy

Before taking on the challenge of how to sell to Millennials, you must first know who they are and what age group they fall into.  Most research organizations consider those born from the early 1980s to the late 1990s as Millennials or the ‘Y’...

Digital retailing may have a long way to go before it is the industry standard, but with the popularity of online retailers like Amazon, dealers need to be aware of the changes that need to take place. Today, Jim speaks with Andy MacLeay, director...

We teach the concept of the Business Development Dealership as a method of helping our dealership clients achieve broad scale business growth by leveraging the relationships of every employee. When I was managing a dealership, an office manager shared an insight with me that I...

If you see enough commercials, it might seem like the only generation with money and spending potential are Millennials. While Millennials offer tremendous potential for the future, there is an entire market available now that has traits all dealerships seek in a customer: They have...

November, once inhabited only by Thanksgiving, is now home to a host of retail holidays. You may already be gearing up for traditional Thanksgiving sales, and planning a strategy for Black Friday, but what about Small Business Saturday? Small Business Saturday as an annual holiday...

Black Friday is coming and with it the potential to make some massive sales. The only problem: Black Friday isn’t a dealership exclusive sales day. Your dealership will be up against some tough competition. Shoppers are usually pulled toward box retailers offering impressive discounts...

For 50 years, loudspeakers in London subways have cautioned riders to watch their step when boarding and de-boarding. This omnipresent “Mind the Gap” alert undoubtedly has prevented numerous individuals from catching their feet in the gap between the edge of the boarding platform and...

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) they’re telling you they’re ready to buy it. Now, they just need someone to sell it to them. A few years...

Amazing things can happen when you know the right people, and getting out of your comfort zone allows you to network better to make those important connections. On today’s show, Jim Fitzpatrick speaks with David Burkus, best-selling author, speaker, and leadership expert to discuss...

You can check out Part 1 of Barry Schwartz's interview here.  Are you tired of relying on a large sales staff to help maximize the gross for your dealership? Well, what if we told you that our guest today might have an easy solution? In...