Sales Strategy

Back in the 1990’s, menu selling was becoming an accepted way to make it easier for the F&I managers to be able to present all of their products all at once to the customer. It was meant to take the guesswork out of the...

Here’s a simple, but important truth: Your customer service experience starts the moment someone picks up the phone and dials your dealership. Sure, they browsed your awesome website. Yes, they saw your fun commercials. Yes, they received a fancy mailer. All are great but...

Every dealer wants to see their sales improve without having to spend more money on generating new leads, and that means making the most of every customer experience that comes through the doors. Here to tell us why every salesperson should treat every Up...

You have two choices when hiring your new salespeople... A. You can either hire the right people who have the potential to become pros in sales, provide them with the training, daily management and proven processes they need from you to succeed...or... B. You can just...

Every dealer knows it costs hundreds of dollars just to make the phone ring, but integrating a CRM to your sales calls can help your dealerships capitalize on those selling opportunities in a more efficient way. Joining CBT's Jim Fitzpatrick is Mike Haeg, Vice President...

In a recent news article, Cox Automotive SVP Dale Pollak shared a sneak peak of what he promises to be better metrics for determining the price of used-vehicles. Pollack claims that pricing a vehicle based on ‘days on the lot’ is a measure of...

Though it might still feel like summer where you live, winter is indeed on its way. With it comes all kinds of challenges for car owners. The proactive dealership is one that’s looking ahead and thinking about how they can mitigate these challenges, offering...

Salespeople… ahh, they grow up so fast, don’t they? One day they’re young, wide-eyed Green Peas treating every Up like a qualified buyer, selling sixteen out of the gate and hanging on your every word; and the next, they’re a bunch of know-it-all 8-Car Alans...

The used car market is strong and shows no sign of slowing down. Dealers across the country are devoting more resources to building up their used-car sales departments. With all of this opportunity, there are plenty of ways to improve your used-car processes and...

From Prime Day in July to Back-to-School sales in August to Labor Day discounts in September – we’re now fast approaching Columbus Day. Average automotive sales exceed by 30.5% on Columbus Day. Your dealership has a great opportunity to drive business with this upcoming...