Sales Strategy

To say the least, these times are challenging for professionals in the automotive industry. In several states like New Jersey and Michigan, physical showrooms are closed due to a shelter-in-place order. However, that doesn’t mean someone in car sales isn’t able to conduct business...

As part of our ongoing Coronavirus coverage, we’re pleased to welcome back Sean Gardner trainer and instructor at the Joe Verde Group. In this segment, Sean and Jim discuss how dealers can make up for lost volume by capitalizing on opportunities to increase gross...

Independence is a quality that salespeople possess, and that runs all the way up the ladder in variable operations. Being self-sufficient in generating traffic online and in-person and turning those leads into buyers is a source of pride. But what happens when the leads...

On today’s show, we’re very pleased to welcome Jonathan Dawson, automotive sales trainer, author, and consultant. Jonathan has also appeared many times on the CBT Saturday Morning Sales Meetings to lend his insight and motivation. He is joined, via zoom, by Frank Crinite, the...

Tech advances in automotive retail have expanded a customer’s buying options. Online lead generation and hours of research have streamlined the time it takes a customer in the showroom to buy a car. That’s especially true for new cars, but the pre-owned market is...

Car buyers go online, that’s a fact. Think With Google research shows that more than 95 percent of car sales start with the customer searching and researching on the internet. And when it comes time for the customer to see their potential vehicles in...

If it feels like connecting with your shoppers by phone has become more challenging than in years past, you’re not alone. In a recent survey of TrueCar dealers, 80% declared that reaching customers by phone has become harder.  Consumer insights confirm what we’ve all been...

The cool weather is giving way to longer days and warmer temperatures. Car salespeople are looking forward to a new season: spring sales season. Every year, depressed winter car sales figures see a surge as springtime arrives. It’s a trend that’s evident in the...

At NADA 2020 in sunny Las Vegas, host Jim Fitzpatrick was joined by Jessica Stafford, Senior Vice President and General Manager at Autotrader and Kelley Blue Book. The pair discussed common mistakes dealers make when interacting with consumers online and how to avoid them. VIDEO...

Almost Every Dealer, CEO, President VP of Sales and Manager that I speak to these days in the automotive dealership business constantly emphasizes building processes, technologies and expertise for acquiring new customers to get more business. And yet, common marketing wisdom tells us that...