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Sales Lead

Dragging Heels On Sales Lead Follow-Up Can Kill Dealerships

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Your people must take a disciplined, structured approach to following up on leads by phone or online. BY GRANT CARDONE The landscape of the automotive...
Manage Phone Performance

It’s Impossible For Dealers To Manage Phone Performance Too Aggressively

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CRISP principles for using the phone can easily be taught in-house, and their specific goals are really helpful. BY MIKE HAEG Your dealership has spent...
Phone Skills

Phone Skills Remain Critical In An Era Of Digital Marketing And...

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Dealerships cannot fail to strategize phone connections with customers and prospects, or to follow key rules. BY GRANT CARDONE We all know about instantaneous connection...
customer connection

High Tech, High Speed, Low Cost Aren’t Only Kinds Of Connections...

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Dealerships must refocus on personal attention to cement customer relationships. BY GLENN PASCH If you stay current reading about business in general or marketing specifically,...
baby boomer car

Baby Boomer Car market

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BY STEVE HOWARD According to a study by AARP and J.D. Power, 62.3 percent of all new vehicles are purchased by buyers over 50. People...
improve dealership sales

Safety in Numbers: Boost Confidence, Boost Sales

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Impress both the buyer and her companion to improve dealership sales. BY ANNE FLEMING When buying a car, 54 percent of women bring someone with...
Boomer car buyers

Boomer Car Buyers Are Your Best Bet

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62.3% of all new vehicles are purchased by buyers over 50 *1. People 50 to 68 are known in the marketing world as Baby...
success

Success is a Choice

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It takes more than just ‘showing up’ to be successful. BY MARK TEWART Woody Allen said, “Eighty percent of success is just showing up.” If that...
Trial Closes

Trial Closes – What Do They Really Accomplish?

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Trial closing pits the salesperson against the customer and, in the end, creates negative tension that could have been avoided. BY DAVID LEWIS Anyone who...
Phone-Ups

Phone-Ups…Does Your Staff Sound Like Everyone Else?

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Proper training in taking phone-ups opens the door for effective dialogue with the customer and increases your chances of getting them into the showroom....