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bias

What is Unconscious Bias and How to Prevent it from Disrupting...

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To combat unconscious gender and racial biases in the workplace, management must take deliberate action against them, or it could cause tremendous profit losses....
body language

Improve Your Sales Strategy by Avoiding These 3 Body Language Barriers

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It’s essential to have a strong pitch. But even before you say a word, you’re already sending signals that can make or break a...
auto retail trends

Assessing 5 Major Auto Retail Trends with Steve Finlay, Editor of...

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In years past, a common criticism the auto industry has faced is that it’s stuck in the past or slow to innovate. However, industry...
stopping the clock

The Importance of Stopping the Clock

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 Things like meeting the customer at the salesperson's desk, or simply shaking their hand, can be essential to your process. On today's Tip of...
texting

Why Are Service Departments Still Not Texting?

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Technology has become so advanced. Most technology is designed to improve communication and make us more efficient, but technology is really just a means...
tesla

How to Inspire Consumer Enthusiasm and Give Customers the Buying Experience...

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On this week's episode of F&I Today, Becky Chernek of Chernek Consulting, discusses how industry disruptors like Tesla and Carvana are re-shaping customer expectations...
invoice

What to do When Customers Want to Buy for Invoice Price

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On this week's episode of On the Mark, Mark Tewart, author and President of Tewart Management Group, talks about what to do when a...
sales process

Gain Control of the Sales Process

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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...
drive

Talking During the Demonstration Drive

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Put the Customer in the Driver’s Seat and Listen Performance strategist Tony Robbins says, “For changes to be of any true value, they've got to...
language

It’s Time to Amp Up Our Language

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Old sales language doesn't work on today's hyper-informed customers like it used to. On today's episode of Kain & Co., David Kain talks about...