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Sales Strategy

Sell on experience vs. brand, to beat inventory shortage

With inventory shortages, you’re likely stocking competitive used brands to have something to sell. How do you sell if you’re not selling on brand? You sell your dealership experience and how easy you make it, to buy a vehicle. We know brand loyalty measurements are fleeting. For example, the recent J.D. Power 2021 US Automotive […]
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The difference between a ‘deal killer’ and a ‘deal pauser’ when handling client objections

Consumers today have more options than ever before leading to many of you dealing with client objections nearly every day. But, how you respond...

The 7 most effective words to use when closing a deal

On the latest episode of Straight Talk, host David Lewis, President of David Lewis & Associates, talks about the seven most effective words, when closing...

4 psychological phases customers may experience that can prevent a sale

On the latest episode of Mind Your Own Business, host Jonathan Dawson, founder of Sellchology, discusses the risk some dealers are putting their businesses in right...

How to sell better than your online-only competition

As transaction prices on new and used vehicles soar, competition for today’s auto buyers is fierce. But it’s not just local competitors dealers need...

How the emotional state of consumers impacts their buying decisions

Think about your last purchase...was it an emotional one? On today’s show, we’re pleased to welcome Jeff Shore, founder of Shore Consulting, trainer, and...

WSJ best-selling author Alex Goldfayn explains the power and profitability of phone calls

Are you still using the phone to generate sales in today’s digital retail environment? If not, this is something that you should get back...

How the ‘power of the second voice’ can break down barriers when securing a deal

On the latest episode of Kain and Co., host David Kain, President of Kain Automotive, discusses the 'power of the second voice', also so known...
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