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Selling on the Service Drive

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Every day vehicles leave your service department still needing repairs and maintenance. Many of the owners would have been happy to purchase the work if only they had been asked. Others were asked, but the service advisor didn’t know how to answer the customers’ objections. Even worse, some of those service customers who declined repairs […]
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newscast

Why signing bonuses are not enough for keeping service employees |...

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On today's CBT Newscast for Tuesday, September 5th, 2017: Why signing bonuses are not enough for keeping service employees Sometimes dealers have pain points. Sometimes dealers...
old school

Does “old school” selling still work? – CBT Interview with...

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Steve Stauning, CEO/Founder of stevestauning.com delivers critical sales, leadership, customer service and general management training in bite-sized nuggets designed to help you and your team reach your potential. What makes Steve one of the most  sought-after leadership speakers and trainers in the U.S. are his free “How To” lessons. Watch the interview to see what Steve […]
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What’s driving the average transaction price?

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The average new vehicle transaction price will hit an all-time high in 2016 at $34,077 per vehicle, a 2.7 percent increase from 2015 and a 12.6 percent increase from 2011, according to analysis from leading car information and shopping network, Edmunds.com. In 2017, Edmunds predicts that the average vehicle transaction price will further increase to […]
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Selling What Needs to be Sold

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Spend Time and Money on Cars that Aren’t Selling Themselves By: Dennis Galbraith Auto dealers are awash in marketing options promising to sell more vehicles with less investment. Frankly, it’s no secret among those providing marketing products and services that the best way to demonstrate a fantastic return on investment is to take credit for the […]
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Selling What Needs to be Sold

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https://www.cbtnews.com/selling-needs-sold-2/
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Going Against the Tide

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Going Against the Tide Dishon Putz got tired of selling cars. Oh, he liked the dealership business (he’s still in it) and enjoyed watching customers drive away in their newly purchased automobiles (he still does). But at a point in his 16 years in auto retailing, he realized he was becoming obsessed with the number […]
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How Football Training Camp Brings Sales

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Editor’s Note By Mary Welch Roger Scholfield’s father had a plaque in his used car dealership office in Augusta, Kanas. It read “Service Means Sales.” Vic Scholfield’s, Roger’s father, was a firm believer that the sales department makes the first sale but it is the service department that creates a loyal lifelong customer.  Today Scholfield Honda, […]
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Scholfield Honda

Service Means Sales

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A Service-First Philosophy Keeps Honda Dealership Growing By Mary Welch Vic Scholfield was a visionary when it came to customer service. Scholfield, and his brother Dick, opened up a used car lot in the small town of Augusta, Kansas in 1954. Two years later they acquired an Oldsmobile franchise and in 1957, a Pontiac dealership. Today […]
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CBT News – December 7, 2015

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On today's show: Gary Tucker, CEO of DealerRater, on improving your online reviews How one expert explains how to sustain this robust selling pace ...