How to Run a Successful Dealership Rental Program

rental
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...

Why the Phone is Your Greatest Weapon in Business

phone
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...

Are Buyers Liars? Ask Questions That Get Honest Answers

questions
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.”...

Social Selling: You Can Post, But You Can’t Hide!

social selling
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...

How to Solve the Biggest CRM Challenges That Dealers Face Today – Greg Uland, Reynolds & Reynolds

CRMvideo
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...

Silence is Golden: During a Demonstration Drive, Let the Car Speak to the Customer

demonstration drive
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...

What Not to Say in Sales or Business

business
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...

Gain Control of the Sales Process

sales process
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...

7 Top Sales Secrets

sales
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...

Don’t Ask, Tell Them What Services They Need

customer
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...

HEADLINES

Jonathan Smokevideo

CBT Automotive Newscast for January 28, 2020

Today on CBTNews.com - Tuesday, January 28th, 2020: Cox Automotive Chief Economist Jonathan Smoke Discusses Vehicle Affordability, EVs, and Much More Year-end sales data has been...
trade-in

Use the Trade-In to Make the Sales Process Quicker and Easier

There is a lot of talk today about speeding up the sales process. Even with all the improvements the automotive industry has seen over...
Becky Chernekvideo

Help Your F&I Office Perform Consistently with These Key Strategies

On this week's episode of F&I Today, Becky Chernek, President of Chernek Consulting, discusses the importance of performing well in the dealership on a...
vendor speakvideo

Confused About Vendor Speak?

 Are you confused about vendor speak? Are your vendors using language your team can understand? If they’re not, Glenn Pasch has a few suggestions....

Help Your F&I Office Perform Consistently with These Key Strategies

On this week's episode of F&I Today, Becky Chernek, President of Chernek Consulting, discusses the importance of performing well in the dealership on a...

Utilizing Modern Technology in Auto Retail

On this week's episode of Straight Talk, David Lewis talks about why you should take advantage of modern technology and utilize services such as...

Current Trends and Challenges in Fixed-Ops

On this week's episode of the Weekly Tune-Up, CBT's Jim Fitzpatrick talks to fixed-ops expert, and regular CBT contributor, John Fairchild of Fairchild Automotive Solutions....