Do any of you still remember the old Rotary Telephone that you had to stick your finger in the holes to dial the number that you wanted to reach? Well I keep one at my desk to remind me how far we have come. The sad truth is that while the basics of selling vehicles has not changed per say, but the business has evolved much like the Telephone has. However a lot of dealers keep using the same old training, from the same ole trainers and what they are getting from their customers is a busy signal that they are not buying what you are trying sell with your outdated methods and processes.

It is true that the basic “Road to the Sale” has not changed much from the salesman standpoint, but the way your manager’s desk the deals and handle the T.O and even the way the managers handle follow up has changed as well. Now you are asking how has it changed? Well for starters there are more empowered female buyers than ever in the history of this business. The days of telling a woman to go home and get your husband to come back and buy the vehicle is over, yet sales people and sales managers still treat women like they must have a man to make  their buying decision for them, BIG Mistake.  

  Dealers if you are still trying to figure out how to sell a car today or you are still looking for the secrets to successful selling, then you may be stuck in a time warp and trying to connect with your customers using a rotary phone. A good qualified consultant can train your managers to get out of the dark ages and get results, not more books and videos that just rehash the same old “Road to the Sale” You need to move on from the Road to Sale” and on to the Path to Profit. Why stay stuck in the rut of the past of low sales and low grosses when an outside consultant can help you move in the future.