Pros and Cons of the Planned Demo Route

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  On today's episode of Straight Talk, David Lewis discusses the pros and cons of a practice that started in the 1970's that weakens the sales presentation and could lessen the chance of a potential sale: the planned demo route. Video Transcription: Hello everyone and welcome to...

Selling in the Service Drive

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  On this week's episode of Straight Talk, David Lewis tells you how you can sell more vehicles by selling to customers who dropped off their cars for service.   Video Transcription: Hello again, and welcome to another episode of Straight Talk.  I am your host, David Lewis,...

The Value of a Video Reply

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  On this week's episode of Straight Talk, David Lewis explains how putting in a little extra effort by sending your potential customers a short video reply can help you keep your clients engaged.

What Happens When Someone Lies to You?

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  On this week's episode of Straight Talk, David Lewis talks about what happens when the customer lies to you, something that happens fairly regularly to salespeople. Video Transcription: Hello again and welcome to this week’s episode of Straight Talk. I am David Lewis the host of...

First Pencil – What to Offer the Customer

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  On today's episode of Straight Talk, David Lewis talks about what you should offer the customer on the first penciling, the first real step in your negotiation process. Video Transcription: Hello again and welcome to another episode of Straight Talk.  I am your host, David Lewis,...

Never Leave the Customer Alone at Your Desk

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On today's episode of Straight Talk, David Lewis talks about one of the easiest traps to fall into during your sales presentation; leaving the customer alone at your desk during the negotiation process.   Video Transcription: Hello again, and welcome to this week’s episode of Straight Talk....

Introducing the Customer to your Service Department

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If a customer takes a liking to both the car they are looking at buying and the salesperson that's helping them, it may be a good idea to introduce them to the service department. On today's episode of Straight Talk, David talks about introducing...

Properly Handling Calling Customers

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On this week's episode of Straight Talk, David Lewis talks about the importance of properly handling calling customers and why car shoppers would call your dealership first before coming in to look at your inventory.     Video Transcription Hello, everyone and welcome to this week's episode of...

Talking your way out of a sale

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Some salespeople pride themselves on being great communicators, but this can sometimes lead to unfavorable results. On this week's Straight Talk, David talks about how knowing when to stop talking can be a useful trait as well.

Improving Your Vehicle Walk-Around Process

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On this week's episode of Straight Talk, David gives his best tips to inspire customers during one of the most important parts of your presentation, the vehicle walk-around

Zeroing In On Your Customers’ Wants and Needs

  On this week's episode of Straight Talk, David Lewis talks about how to discover your customers' true wants and needs by asking the right...

The Problem with High Turnover Rates

  On today's episode of Straight Talk, David Lewis talks about the problem with high turnover rates in the car business and how it can...

Successful Prospecting in a Digital Age

  On this week's edition of Straight Talk, David Lewis talks about one of the great challenges many people in the auto industry face, prospecting...
customer expectationsvideo

Michael Anderson: Making Changes and Meeting Customer Expectations

  Consumers have changed and it’s impacting Car Dealerships. Michael Anderson, CEO of The Rikess Group, has some suggestions on how you can you can...
sales

4 Opportunities That Create More Sales

Opportunity #1 – Bring your own business To be successful for a long period of time you must create lead generation marketing. Lead generation equals...
car sales

The Effect Stair Step Programs Have on Small Dealers

A hotly contested practice in the retail automotive industry is stair step programs. Often called something more glamorous or cerebral such as Ford’s “Volume...
conferences

The Ultimate List of Automotive Retail Conferences

Attending conferences seems to be a way of life in the car business. We are all striving for that next cutting-edge strategy that will...
buying processvideo

Larry Dorfman: Find, Sell, & Deliver More Cars with this App

Technology does not have to stop when a customer is in your store. Larry Dorfman, Chairman, and CEO of EasyCare Dealer Solutions, visits the...