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How auto dealers can maximize profits with fewer new car...

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If you take a look at the number of vehicles on the road these days, you’ll notice that fewer and fewer of them are new vehicles. In fact, most people are opting to buy used cars rather than buy brand new ones. The average age of vehicles on the road is around 12 years. What’s […]
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sales process

Why sales process training is more important than ever

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Dealership inventories are well below normal for both new and used vehicles and it’s likely to be another year before it has some semblance of usual business, give, or take. Prices are at record highs and the customers visiting the dealership online and in-person are arguably the highest intent purchasers the auto retail industry has […]
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digital retailing

Digital retailing is STILL not plug-and-play

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The adoption of digital retailing tools by dealerships during the pandemic was something to see. We were forced to disrupt our normal business model,...
Gole

How to improve your car dealership’s online retailing strategy –...

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Despite the industry’s inventory and chip uncertainty, retail automotive has continued to shift and evolve online. Today’s successful dealerships are offering the entire vehicle purchase process through your mobile device. On today’s show, we’re pleased to welcome back Lissette Gole who is the Head of Automotive Retail at Google. Her nearly 20-year career has been […]
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crinite

Sales consultant Frank Crinite on how to sell beyond the...

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Are you striving to hit the next level as a salesperson? Our next guest has made quite a name for himself as his sales numbers and volume are virtually unheard of. On today’s show, we’re pleased to welcome Frank Crinite, Sales Consultant with Piazza Honda of Springfield, to discuss what the market looks like beyond […]
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sales

Building a sales-minded parts team to grow your parts department

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If you want to create meaningful growth in your parts department, you need to maximize sales online and over the counter. The way to do this is to train your parts advisors to become better salespeople. Let’s face it, most parts advisors are not trained to be salespeople. Customer interactions, upselling, and similar sales techniques […]
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car buying experience

The 7 most effective words to use when closing a...

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On the latest episode of Straight Talk, host David Lewis, President of David Lewis & Associates, talks about the seven most effective words, when closing a car deal. Lewis says he’s probably heard and seen every method out there, to get a customer to say ‘yes’ to you and buy a new vehicle. Selling a car […]
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service

David Lewis shares best practices to generate sales in the...

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Service departments are proving to be a significant source of inventory for many of you across the nation. Group 1 Automotive’s President of U.S. Operations, Daryl Kenningham, recently said, “In June, we sourced over 3,000 used vehicles from our service departments and through individual purchases.” This process begins with a great sale. For over 30 […]
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emotional

How the emotional state of consumers impacts their buying decisions

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Think about your last purchase…was it an emotional one? On today’s show, we’re pleased to welcome Jeff Shore, founder of Shore Consulting, trainer, and author to discuss the emotional aspect of a purchase decision. Shore’s work has been featured by NBC News, Fox Small Business, Success Magazine, Inc., Entrepreneur, and a host of other leading publications. […]
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loyalty marketing program

The benefits of using a phone call script for auto...

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On the latest episode of Kain and Co., host David Kain, President of Kain Automotive, talks about using a phone call script or outline when talking to customers. This is beyond the internet and has much to do with salesfloor people. Kain says oftentimes we convince ourselves that we’re so good on the phone that we […]
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