When someone says something to you, do you listen? I don’t mean do the words pass through your hearing canal, but do you listen to them? Do you allow the words to enter your brain and form a clear vision of what is being said to you? If you haven’t put this much thought into this, then there is a very good chance you aren’t listening to the things…

Studies show that the average salesperson is into negotiations within 3 minutes of saying hello.  Three minutes and they're talking numbers and hoping to close a deal.  What's amazing is, I heard that exact statistic when I went to my first sales training seminar in 1980.  So, nothing has really changed in over 30 years. 

Think about it this way.  Some of you have been reading my articles since I began.  That being the case, could you send me a check for $1,000?  You've received…

I like Facebook. It’s a nice place to check up on my friends, and see what’s going on that day.  I also check Twitter occasionally. Social Media is a great way to share pictures and news pertinent to me, but there’s one thing I don’t go on these sites for, and that’s to be sold on something.

I recently read a blog post on Hanafin Loyalty’s website, titled ‘An Open Letter to Millennials’ (you can find that blog post…

Free webinar April 26th at 2pm EDT; provides key strategies for battling market share loss to aftermarket chains and for growing customer loyalty

Daytona Beach, FL– April 20, 2012 – DMEautomotive (DMEa), the science-inspired, results-based automotive marketing leader, joins with WardsAuto to host a free webinar on April 26^th at 2pm EDT. Based on dramatic new…

Demotivation is the biggest problem any business can ever have. It is your biggest business success killer you can ever have. Have you recently questioned how motivated your staff is?  The motivated role models and examples of business excitement is not as affluent as you imagine. Motivation affects your staff and your productivity. Before you wonder what happened, I suggest taking quick inventory and ask what have you done lately to KICK the demotivation out of your business door??

Although this subject has been at the center of some very insightful debates recently, my opinion is a strong YES!  F&I departments in automotive dealerships should be playing a major role in the overall social media strategic plan, especially on Facebook™ and Twitter™. After all, the financial business office serves the public in so many beneficial ways; first as a…

I recently found a great article that discusses very specific things businesses should be doing to help their Google Places Listing improve its ranking.  Bizible, a start-up that makes local marketing software for businesses, conducted a pretty scientific attempt to determine how best to improve the rank of your Google Places Listing.…

You arrive at your dealership and notice that the outside is appearing a bit drab.  To fit with the brand and the neighborhood, you determine that a great paint job would do wonders for the entire building.  So, you make the decision.  Here are your choices:

• You call the top commercial painters in the area and get an estimate.
• You hire a couple of college kids give them a truck to pick up paint and turn them loose.
• You pull your managers off the desk and other…

The Escape Hatch: (When you’ve closed all the doors…and they still get away.)

Objections – reasons or arguments that are offered in disagreement, opposition, refusal, or disapproval.

Every day of every week “objections” stand in the way of sales people reaching their goals…hitting their…

You might have the best tools in the business, be selling the most sought-after vehicle in the industry, and have the location all other dealerships would kill to have. Without one vital piece of the puzzle, though, you’ll never rise above mediocre. What’s that key piece? Training. If you don’t have a method by which your staff can…

Jody DeVere

CEO

AskPatty.com, Inc.

www.askpatty.com/getcertified

Cell : 805-208-1008

eMail: jdevere@askpatty.com

Twitter:…

Closing is a breeze when….

ROR, mental ownership and a commitment from your sales consultant to help people feel good about buying the right thing and the ultimate perception that they didn't pay too much. It is essential to adjust the steps and ensure the psychology of human instincts and personality types are addressed from the first…

It takes work and your best results, whenever possible, is to prospect for the best producers outside the dealership and find them yourself. Cell phone sales people in the malls, shoe, suit, furniture, electronics such as computers & TV's, home appliances, insurance, real estate, marketing reps such as B2B, Mary Kay/Avon, and telemarketing sales people who sell memberships, credit cards, time shares, etc. are among some of the better choices. The…

In the internet age, it is very important to have a digital presence. Most often that begins with your website.  Your Dealer Websites should be the engine that drives your sales higher. Making it just as efficient if not better than the face-to-face sales process. The goal as always is to get the customers to convert from clicks to sales.There are a few simple tricks and tweaks that can help improve your site's…

Dealers looking to expand their online brand visibility must consider retargeting.  

If you are not familiar with retargeting, here is the synopsis.  

Any consumer that visits a dealership website ONCE, can be tagged so that when they leave the dealership…

When I was a kid, my Dad and I would watch Robert Blake as the gritty undercover TV cop, Baretta.  I got a kick out of his cockatoo, Fred, and his CI, Rooster, but what I really loved was The Blue Ghost, Baretta’s ‘66 Impala.  On the outside it was a beat up, rusted out eyesore.  But under the hood was a raging beast ready to run down the bad guys no matter what they drove.  Thus began my affinity for sleepers.…

I'm so excited to be a sponsor and a part of an upcoming Digital Dealer Webinar. DealerOn co-founder, Amir Amirrezvani, will be presenting with Jason Ezell from Dataium on Website Conversion Rate Optimization best practices used by dealerships like Ideal Nissan (the 2012 Digital Dealer Website Excellence Overall Award Winner and DealerOn customer).

A typical dealer implementing the full spectrum of these best practices, if they are not already using them, can expect to more…

The Type “C” person is completely opposite the Type “A” person (“B” is also opposite “D”). If the sales person relates to this customer as a Type “A”, they will be to “pushy”, cause too much “pressure”, etc., and this customer will simply leave (often runs away) the dealership. The…