Sales Strategy

Things in the automotive industry are constantly changing. From one year to the next, it is difficult to tell what the most popular vehicle will be. Recent trends suggest that SUVs, crossovers, and trucks are in and cars are out. In fact, cars are...

There are many opportunities for career growth in a dealership. Stories abound of managers who started out washing cars. If you know what you are doing, climbing the ladder is easy and should be expected. In many organizations, managers tend to move around often,...

Jim Fitzpatrick sits down with James Boening, the General Manager of Audi South Atlanta, to discuss turnover, the internet, and digital marketing. James began in the industry detailing and valeting cars when he was 18 and has been in the auto industry for 32 years...

Why are VSC sales much lower on cash transactions? Does the perfect car fairy bless the cars of the customers who choose to pay cash? It’s amazing how many F&I managers will conveniently leave for lunch knowing that the next deal is the DREADED...

The days of customers only having a preference for color, make, and model are long gone.Today, car buyers can customize vehicles in a variety of ways, especially when it comes to technology. The multitude of offerings, features, and options has risen consumer expectations while...

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 websites, tools and marketing sources you use. Just like you, they’ve yet to discover a magic bean or digital secret...

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 is here to discuss the art of selling by phone, and how to get customers to say ‘yes’. Art Sobczak,...

As 2018 quickly comes to a close, dealers’ sights are now set on finishing out the year strong and setting up solid expectations for 2019. If you’re brainstorming new standards for your dealership’s BDC and sales training efforts, then our next guest has some...

The sales process can be challenging at times, but when done right, a good salesperson can predict their customer's next move. Having the right product on hand for the consumer is only half the battle. Joining Jim today is Jeff Shore, award-winning sales trainer...

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’...