Sales Strategy

Just like most fields, sales is an endlessly evolving industry that has seen many different methods throughout the years. Customers oftentimes seem unpredictable and salespeople are unsure what approach to take with many of them. There are many different sales methods and it can...

Think about the last time you walked into your favorite store. What sets it apart from average or poor shopping experiences? Is it the pleasant attitude of the staff? Is the décor sleek and engaging? Is it easy to find what you need? Now,...

When it comes to loyalty reward programs, turning your target audience into repeat customers should be the ultimate goal. Why? Well, repeat customers are buying almost 30 percent more items per order than first-time shoppers. Also, they generated three to seven times more revenue...

We are less than four months away from 2020. Depending on your perception of the New Year, this is either good or bad news. However, there are ways to ensure the close of 2019 sets you up for a stellar start to 2020. Many consumers...

Successful customer interactions are just as important today as they were when the first cars left factories at the turn of the century. That said, how dealership staff carry out these interactions has changed significantly. A vast bulk of initial and follow-up communication is...

There are many things in the retail automotive business that have become central to the car buying experience. Probably nothing has stood the test of time more than the demonstration drive. It is one reason why over and over again customers still prefer buying...

Because most of us got zip for a real education in selling, closing, negotiating and the other critical skills – we defaulted to developing our own hit & miss closes based on bits and pieces of what we heard. My first 5 years I couldn’t...

If you own or work at a company such as a dealership you’re an authorized seller and have a mass amount of business coming through you and or your employees at an almost incessant pace. It can be a challenge to manage daily tasks...

The sudden shift from traditional marketing to e-commerce can be jarring. The transfer of business from brick and mortar to the virtual world brings with it a host of new jargon and skills. It also brings opportunity. In the traditional model of sales, while there was...

How can we best describe the buying path of a potential car buyer? Well, it definitely isn’t a straight line. There are a lot of twists and turns associated with the decisions a consumer makes to purchase a car. According to Google, Millard Brown...