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On The Mark

tewart_1132x340 Hosted by Mark, Tewart, a recognized automotive industry expert who specializes in sales, management, and F&I training. Mark shares his expert training and consulting in dealership operations.

Do You Have Skin in the Game?

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If you have some type of investment in something, you're more likely to take it seriously. On this week's episode of On the Mark, Mark Tewart talks about the importance of having "skin in the game."

What to do When Customers Want to Buy for Invoice Price

invoicevideo
On this week's episode of On the Mark, Mark Tewart talks about what to do when a customer wants to buy for invoice, being transparent with the customer, putting the team's needs before your own, and more.

Working With the Customer’s Time Constraints

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On this week's episode of On the Mark, Mark Tewart explains what to do when a customer says they don't have much time and why you should understand the difference between what the customer says, what they're trying to say, and what they mean.

The Three Steps to Selling

sellingvideo
On this week's episode of On the Mark, Mark Tewart talks about defining customer beliefs, agreeing with the customer, and and merging your beliefs with the customer in what he calls the "three selling steps."

CRM Managers, BDRs, and How to Be Successful

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On this week's episode of On the Mark, Mark Tewart talks about hiding behind texts and emails to avoid making a phone call and how to be successful at your dealership.

Moving Smoothly From Greeting the Customer

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The first impression your customer has on you can make or break the deal. On this week's episode of On the Mark, Mark Tewart talks about moving slowly from greeting the customer to the rest of your process.

Modernizing Your Sales Process

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On this week's episode of On the Mark, Mark Tewart talks about why you should make your sales process more modern and customer-centric.

Presenting a Proper Deal Proposal

deal proposalvideo
On this week's episode of On the Mark, Mark Tewart gives some of his opinions on how you can present the best deal proposal possible.

Adjusting Your Language for the Customer

languagevideo
On this week's episode of On the Mark, Mark Tewart talks about the power of language and how it can both help and hurt you when talking to customers in the dealership.

The Give-Get Negotiating Technique

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On this week's episode of On the Mark, Mark Tewart talks about one of his favorite negotiating techniques, the "give-get" principle.

The Benefits of Having a Unique Domain Name

On this week's episode of Kain & Co., David Kain spoke with Mike Ambrose, CEO and Co-Founder of .cars. David and Mike discussed the...

Getting More Information with the Live Call Handoff

On this week's episode of Kain & Co., David Kain talks about how to incorporate the live call handoff in your process in order...

Creating a Comfortable Environment for Your Customer

On today's episode of Kain & Co., David Kain discusses selling the appointment and creating an environment that your customer will be comfortable in.
succession

The Dealer’s Essential Guide to Succession Planning

In a way, the need for succession planning mirrors gravity. Because, as certain as a ball thrown in the air is to fall, it...
phone calls

Phone Calls: The Good, the Bad, and the Exceptional

Competition is heating up.  Shoppers are more informed than ever.  Margins are shrinking. Amid the challenges and chaos of a modern dealership, one thing remains...
big data

Five Ways Dealers Can Introduce Big Data Solutions to Their Dealerships

Every week, it seems as if there is a new buzzword related to technology and innovation regarding the automotive industry. It can be overwhelming...
demonstration drive

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

There are many things in the retail automotive business that have become central to the car buying experience. Probably nothing has stood the test...
voluntary protection productsvideo

How to Keep Your Dealership Compliant When Selling Voluntary Protection Products – Charlie Gilchrist...

Recently, the National Automobile Dealers Association launched a new initiative called the Voluntary Protection Products: A Model Dealership Policy. This policy aims to proactively...