CBT automotive newscast: June 2, 2022

Inside Automotive:

Why you aren’t closing more sales (and what you can do about it) — Matt Easton
When it comes to closing, many salespeople have old, catchy phrases from years past that can make customers feel defensive and frustrated. So, to avoid those outdated closing lines, many salespeople stop trying to close altogether. Neither of these approaches are ideal for the modern car buyer. Today on Inside Automotive, we’re pleased to welcome back Matt Easton, sales trainer, consultant, and Founder of Easton University, who discusses how salespeople can close more deals in ethical and helpful ways. Watch the complete segment here.

Headlines:

Hyundai’s luxury brand Genesis announced it delivered the first electric GV60 crossover in the United States to a customer in California. For now, the vehicle is only available in four states, but the brand is still planning on gradually phasing out sales of gas-powered vehicles by 2030. Genesis said it donated $20,000 to a nonprofit organization to celebrate the first delivery.

Tesla CEO Elon Musk said in emails to employees this week that they must be physically present in the office for at least 40 hours a week, or it will be assumed they have quit. One of his emails added that many companies still working at home have not released any revolutionary products since the transition to remote work in 2020. While some companies have offered incentives for workers who return to the office, the emails did not mention any.

Kia America said it posted the best numbers for its electric and hybrid “Niro” lineup throughout the month of May, reaching almost 58,000 units, an increase of 28% compared to the highest numbers last year. The automaker also won notable awards during the month, including best electric vehicle by U.S. News & World Report for the Kia EV6.

Buick is the latest automaker to announce a timeline for electrifying all of its vehicles, saying yesterday that it will have a fully-electric lineup in North America by 2030. The company did not provide specifics but said the first model would be released in 2024. Buick has been around for almost 12 decades and is expected to use the “Electra” name for all of its EVs.

News & Opinion:

What do car shoppers expect from a vehicle listing today?
In today’s sales climate, dealerships don’t have to worry about an inability to move their inventory for a model year-end clearance. New and used cars are flying off the lot, and everyone is making a hefty paycheck to bring home. In this fast-paced world, keeping up with online vehicle detail pages can be an extreme challenge and often gets neglected; it’s designated as a secondary task, but it’s still just as important. For customers, keeping your VDPs current has many benefits that can affect whether they choose your dealership or elsewhere. Accurate VDPs can also make life easier for the staff that responds to internet leads. Here’s what customers expect when they shop online for a vehicle and why it can keep your team more efficient when VDPs are up to date. Read More

How car dealers can navigate the ongoing auto tech shortage
You want new technicians joining the team that can take the place of those who are retiring. So, what can be done to appeal to newer workers in a different industry? These are thoughts that must be considered. If your dealership isn’t taking advantage of the apprenticeship opportunities in your area, we must continue pushing this point. Try getting into the local auto tech centers and schools to work with newer mechanics. As you work alongside this group of mechanics, you will set your dealership up as the place to join when the time comes to choose. With all of the focus on attracting new auto techs, you don’t want to overlook the importance of maintaining good relationships with your current mechanics. Read More