(Part 1 – Assess them)
Pre-Owned vehicles are the life blood of any successful automotive dealership!
For some dealers, that don’t floor plan pre-owned vehicles, this is where a LOT of cash can be found!
So why is it that some dealers feel that the Pre-owned department takes a “back seat” to the New vehicle…
ContinueAdded by Jim Kristoff on September 26, 2011 at 3:34pm — 7 Comments
Good morning automotive dealers, Internet Sales Managers and Marketing Guru's,
First of all thank you for taking the time to take a look at my post this morning I appreciate it. The BDC experts work with a large number of dealerships all over the world and when I see something that works well I like to share it with the automotive community. I will be doing a more comprehensive post later this week. Here are some tips, which will help you Crush It on Craigslist, or other…
ContinueAdded by Ian nethercott on September 26, 2011 at 12:06pm — No Comments
Do you know the one thing that happens before 100% of the closes salespeople succeed at? If you discover that secret, you'll see an increase in your own closing ratio, or in your ability to drive your sales staff to repeating successful months over and over. The real beauty is, once you discover the secret, you have it. It becomes yours to use any time you need it.
This powerful secret will also work to help you improve yourself, increase your skills and develop your team…
ContinueAdded by John Fuhrman on September 26, 2011 at 9:00am — No Comments
Today, the average corporate user sends and receives over 110 messages daily! With all that email, even the world’s greatest message will fall victim to “right click / delete” without a subject line that inspires a reader to open it!
Here are a few quick tips to help you write a subject line that will get your customers’ attention:
1) Be clear – With so many emails and so little time let them know why they should open yours.
2) Be…
ContinueAdded by Katherine Donovan on September 25, 2011 at 10:04pm — No Comments
"Negotiation is the art of reaching agreement by trust while lying." -- Keith Shetterly, 2011
Wow! My friends have pointed out that I needed another article for "trust-eroding" words and phrases--spoken or written--that can kill sales, so here comes Part 2 of what is now a series. What do I mean by "trust-eroding"? Well, that's best explained by going…
ContinueAdded by Keith Shetterly on September 25, 2011 at 2:30pm — No Comments
Want to make more sales or maybe just sound smarter? Then learn which words make lots of people--from your peers, to your bosses, to your CUSTOMERS--cringe. Spoken or written, these words lose you sales!
Irregardless. It's a common word now that is most often misused as a synonym for "regardless"--and it is not. It's a double negative of…
ContinueAdded by Keith Shetterly on September 24, 2011 at 5:30pm — 7 Comments
I'm prepping for a big strategy meeting with a dealer group. So I decide to verify my hunch that there is big opportunity in training the call handlers for better Appointment Set, CSI, Retention and all that good stuff. I decide to listen to a bunch of calls from some of the top performing dealerships in the country, to help identify the skill differences and training opportunities.
Then it hit me......How could I have missed this for so long??
The…
ContinueAdded by Chip King on September 24, 2011 at 3:56pm — 3 Comments
http://fixedopsnews.blogspot.com/2011/08/was-last-month-defined-by-two-simple.html
Was your last month defined by these two words…”If only”?
“If only…”
The Dealer Principal
“If only” I had asked my Managers “What is your plan for increasing Profit this month?” and held them accountable for their replies.
“If only” I had…
Added by Robin Heywood on September 24, 2011 at 11:30am — No Comments
I've been profoundly impacted by a free book called "Winning the Zero Moment of Truth" by Jim Lecinski. As a result of reading this book, I have created training materials, online workshops, and planning materials for car dealers on this…
ContinueAdded by Brian Pasch on September 23, 2011 at 9:54pm — No Comments
I've been in the car business for almost 30 years, many of those years spent in Oregon. There aren't very many big cities in Oregon, but three of the bigger ones that I have worked in were Portland, Bend, and Eugene.
Portland is in the northwest corner of the state, Bend is about 160 miles southeast of Portland near the center of the state, and Eugene is about 110 miles south of Portland, and 120 miles southwest of Bend. The three cities form a large triangle, each city being about…
ContinueAdded by Mr. Natural on September 22, 2011 at 8:30pm — 5 Comments
There are many retirement vehicles available in the market today, 401K’s,
IRA’s, Roth IRA’s, Social Security. I looked them up and they are all boring,
limited and restrictive. So, what’s a dealer to do? Real Estate, Stock Market?
Both are unpredictable and use already taxed dollars.
What if you could take something you are already doing, tweak it and turn
into the best retirement program out there?
First let’s get something…
ContinueAdded by Tim Byrd on September 22, 2011 at 8:23pm — No Comments
Mark Zuckerberg and others announce revolutionary and supercool changes to Facebook.
According to Zuck in his introduction to the keynote:
Added by Joseph Little on September 22, 2011 at 3:47pm — No Comments
When I hear in a retail environment those magic words I am so fond of, "I am just looking" I have learned to get excited. I believe that so many fear it and/or ignore the customer after hearing it....to me this is an opportunity to do business.
If we are going to be sucessful we have to learn to listen to customers objections. Then respond pleasantly, professionally and in a fashion that allows us to move to the next step.
Customers first off would not come…
ContinueAdded by Robert Hildreth on September 22, 2011 at 3:17pm — 1 Comment
Added by Tom Kain on September 22, 2011 at 2:55pm — 6 Comments
I have spent more years than I would like to remember working in car dealerships. From starting as a sales person in a very large multi line store to running finance departments to a step or two backwards as an "internet manager" I have done most every job that a retail dealer can offer.
I have always been surprised at how blind and deaf some senior managers and owners can be. When the Internet first hit the scene, with it's different kind of advertising, pricing disclosure and…
ContinueAdded by Sue Brief on September 22, 2011 at 10:47am — 2 Comments
OK.... here it is.... the vast majority (and I know you may be the exception!) of talented Sales Reps, and Sales Managers flat out suck on Sales Calls. Don't throw rocks at me yet....
The most common successful Sales Rep is a great influencer.... super at helping customers make good choices and delivering units. In fact, if it weren't for the common disease we seem to share (and I come from the floor), A.D.D., we would all be lawyers. If it weren't for our other…
ContinueAdded by Chip King on September 22, 2011 at 10:15am — 1 Comment
Added by Fran Taylor on September 22, 2011 at 9:09am — 2 Comments
Last week I was busy leading a class of new salespeople through our 21st Century Sales Program(c) and as with all of my classes, one or two students always emerge as leaders but, not always the ones you'd think. There are the ones who are eager to participate, but they aren't necessarily the leaders. Others seem to know the answers to all the questions, but that may not mean leadership.
The ones that stand out are often in the background. But, if you recognize them, you…
ContinueAdded by John Fuhrman on September 22, 2011 at 7:30am — 5 Comments
Baseball is America’s game. It provides thrills, strategy, suspense, heroics and athleticism all in one.
As of the writing of this article, (September 22, 2011) the batting average for ALL Major League players stand at .255.
That translates into 255 hits for every 1000 at bats.
The player that has the highest batting…
ContinueAdded by Jim Kristoff on September 22, 2011 at 7:11am — 12 Comments
Extra effort should be given to manage parts inventories. Any aged inventory over 12 months without a sale should be discounted and sold immediately. Larger items such as engines and transmissions could be listed on eBay for bids. OE Connection is a good program most dealers can use to discount and sell aged inventory. Check out their discount parts hub program also…
Added by Rob Gehring on September 21, 2011 at 8:30pm — No Comments
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