Sales Strategy

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 all know that the Internet connects everyone on this planet instantaneously. Social media like Twitter, Facebook, Google+, YouTube and LinkedIn are being used multiple times a day to catch up on the latest news, find out what your friends are doing, get attention...

As long as I have been in the car business, I’ve heard salespeople and managers jokingly use the cliché “Buyers are liars.”  When I ask them when they believe buyers are liars, they all respond with the same answer, “When their lips are moving.”...

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...

Every dealer knows that a well-functioning CRM reduces the more tedious aspects of car buying and selling. It creates better leads, records customer service issues, and even assists with marketing campaigns. However, a lot of dealers are not using their CRM to its fullest...

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...

You can never expect someone to agree with you if you are disagreeing with them. This is vital – and is the single most important and violated rule of selling! You may think, “I don’t want to mislead the customer,” and, “what if I...

The sales industry hadn’t innovated for decades before I created what’s called Information Assisted Selling. It’s trademarked and a codified way of selling—the ultimate way to create common ground. I use information while my competitors refuse to use it. Information Assisted Selling literally has changed...

I recently delivered a virtual seminar on Seven Top Sales Secrets and we had more than 3,200 professional salespeople register. The following week we did another virtual workshop on Secrets to Closing the Sale and there were more than 5,000 views in the first...

As a service advisor our job is to fulfill our customer’s main reason for visiting the dealership, right? You may feel customers who come into your shop are just trying to get the one thing they came in for and avoid being preyed upon...