Sales Strategy

The cold call isn’t quite dead yet. In fact, with so many people walking around with their primary phones in their hands all the time, sales calls are seeing a revival. It is more important than ever to make sure your phone pitch game...

 The automotive retail industry is getting more competitive year after year, and it seems like there are new consumer buying trends developing every day. You might find yourself asking, “Which sales strategies are worth trying, and how do I get my staff on board...

We live in a world where it is extremely hard to pretend to be something you’re not. Social media and constant digital interconnectivity have put our lives out in front of the whole world for everyone to see. It’s kind of like the movie...

New and used car sales departments everywhere live and die by the “T.O.” A “T.O.” or “Turn Over” is a strategy employed in sales processes universally, to present a prospect with a fresh perspective into the buying process, particularly when the process may have...

There’s no way of getting around it: as a manager, there will be unpleasant situations that you personally have to deal with. As much as everyone wants to be the boss that’s the buddy, the boss that’s cool and the boss who’s a friend,...

It’s essential to have a strong pitch. But even before you say a word, you’re already sending signals that can make or break a sale. Though often unconscious, our body language can do everything from relaxing a customer to driving them off the lot,...

In today’s digital landscape, more and more customers turn to websites, forums, and reviews to find reliable and transparent data. However, with a one-price selling model, the dealer and the customer are working with the same exact information, which creates a trusting and loyal...

If you talked to everyone who came into a traditional dealership and asked if they were dreading a specific aspect of the car-buying process, chances are a common answer would be “negotiating on the price.” Dealerships are well aware of this, and many are...

Making the decision to open a rental agency at your dealership is a huge commitment. There seems to be a lot of risk involved. Tales abound of dealership rental agencies that have crashed and burned. While nothing is a sure bet, the risk of...

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...