Have you ever heard this phrase??

In every conversation…someone is buying…and some one is selling…

Let me repeat that…

In every conversation…someone is buying…and some one is selling…

It could be a simple conversation…

The 11th Digital Dealer Conference & Exposition is excited to announce that our keynote speaker will be Erik Qualman, best-selling author of "Socialnomics"!

Erik Qualman has recently advised/given keynotes with the following: Coach, Facebook, UGG Australia, Starbucks,…

We have often heard the mantra in sales, “like attracts like,” but few of us take the time to understand how this translates to our career in sales. In order for a customer to buy from you, they must first be able to relate to you. Chameleons thrive in sales because they have the ability to become likeable with their clients. The way they become likeable is by…

DealerElite blogstar Stephanie Young reached out again and asked me to post for the site.  I hope it can help some sales and marketing types out there in the auto world!

Summertime. 

Everyone is out and about with the kids, going on vacation, hitting the pool, and grilling out.  Schedules are booked with parties and other social obligations…and you can’t…

Did you know….

• The average gross profit as a percentage of sales for Dealer Controlled Financing dealers (BHPH, LHPH & RTO) is 37% while it is only 15.2% for franchise dealers.
• The average net profit as a percentage of sales for DCF dealers is 16.5% while it is only 1.50% for franchise dealers.
• Service & Parts (typically the most profitable department in a franchise store) average net…

As a sales manager, I hosted a daily sales meeting like every good sales manager should.  Like all good salespeople do, the sales team would come to the meeting with their list of “should-haves” and “could-haves” if only “blah-blah” was true.  This would often take the wind right out of my sails and tarnish the…

Last week I wrote a post about Google Local Portal in Portland, available on DealerOn’s blog.  If you’ve already read it, you might have seen mention of Google's new service for businesses: Google Offers.  Google Offers appears to be similar to Groupon and other discount offering services -- it allows you, as a small business owner, to get your business "in…

http://www.dealeretraining.com

View my profile on LinkedIn

View me on Naymz

Follow me on Twitter

"Like"…

What’s the most challenging sale? My guess is you probably answered one of the following: Invoice buyers, Internet shoppers, former car-guys, the credit impaired, grinders, slow-breathers, analytical customers or something similar. Actually, I was not referring to the toughest customers to sell. The toughest, most challenging sale is one you must make every day. Sometimes you have to make it multiple times in one day. The sale to which I refer is… selling you.…

How often have you heard a customer say, “I just don’t like the look of it” They are not sure what exactly turns them off from this vehicle despite all the amazing features it has that they want.  People’s taste change in automotive style with the ease of the wind blowing so it can be very difficult for a dealership sometimes to draw people in that may not like the “look” of the vehicle…

Coaching…or should I say…continual coaching… is THE… most important ingredient in running a successful business….

But with so much time…effort…and money being spent on coaching …why isn’t it more effective??

Let’s take a look at coaching as a whole…

It goes without saying…that coaching …as with…

I recently asked Dealer Elite Members what they thought of using Groupon to sell cars- no matter what we all think the idea seems to have fallen flat.  REad the complete article at…

Nicki Allen of Classic Mazda and Classic Chrysler Dodge Jeep of Denton gives new perspective to some traditional ideas in the automotive business.  A focus on new technology defines a new attitude for these Texas dealerships. Click the image above for the full feature.

The biggest mistake salespeople, sales managers and BDC staff make is that they let notes in their CRM or on paper convince them not to call customers back. As I always say you need to get the consumer out of you before you make the call. Someone is going to be sold and the question is who. How can you expect to re-motivate customers to visit the dealership if you are not convinced when you call them. The question is are you selling them or are they selling you?…

Do you remember the ad you answered for your first sales job at a dealership?  What was the minimum education level they wanted?  PhD?  Masters?  Not likely.  Most have listed that you need a high school diploma for consideration.  And, as I recall, no one ever really checked.  If that's the minimum, what if they told you that to be really successful you'd need the equivalent of five college educations? …

I never knew porcupines were so cute as babies. 

Have you ever seen a baby porcupine?

 …