Top 7 Words to Avoid (if you want to make the sale)

Many salespeople use words every day that convey the wrong message, or minimally an unintended message, and wonder where the prospect is went. When we learn to sell, often we learn through ‘On the Job Training’ which means we practice trial and error on our clients. This practice is very expensive and leads to bad habits.

If you want to improve your closing ratio, take action…

I'm working on a white-paper to present at the Automotive Marketing Boot Camp that compares the choices dealers have to advertise their used car inventory. One of the elements of the white-paper is to document how Vehicle Detail Pages (VDP) are designed and presented to consumers.



From a dealer perspective I have a problem with…

Franchise lawyers say the franchise laws have changed little in response to the increasing

business being done online.

While some franchise experts say the relevant market

area hasn't changed--that dealers still do business within about a 20-mile

radius--the factories are stepping into a regulatory vacuum and policing

Internet sales. One example is that Honda allows service contracts to be

promoted but not sold on…

Hi DealerElite members:

Only 21 days left until the Digital Dealer Workshops.. 22 until the 10th Digital Dealer Conference & Exposition!



We have some great stuff lined up for this year's event. I've mentioned the SCVNGR promotion. We have some really cool prizes! The grand prize is an Apple MacBook Air (courtesy of…

How often have you asked a customer, ‘when are you looking to buy’? 

If you are like most car salespeople, probably a lot.  But how often do you get an honest answer?  I’m guessing the answer is ‘not very’.

Genuine buyers tend to hide the fact that they are looking to change.  They’ll tell you it’s “early days,” or “I’m just looking”.

Different approach

So perhaps we should phrase the question differently as we certainly want to…

Gamification is the use of game play mechanics  for non-game applications . It also strives to encourage users to engage in desired behaviors.…

Attention ALL dE Leaders

Why pay and hope you find great automotive minds when you can post your jobs for FREE and know you are reaching the BEST and BRIGHTEST in the industry?



As a leader in the Automotive Industry, you are invited to post jobs for FREE on http://www.dealerelitecareers.com. As part of the fastest growing automotive social networking website,…

Making 'Em Thirsty

     Auto sales, any sales really, is a people business.  It is about identifying a customer's wants and needs and tailoring your product to them.  Too many people who have “Sales and Leasing Consultant” on their business cards are nothing more than paper hat wearing, order taking monkeys with notes in their mouths.  Customer's come to dealerships and give the sales representative a list (an order) of what they…

I recently conducted a 20 Group workshop on Digital Marketing Strategies and all the the dealers in the room had incomplete or inaccurate Google Places data. What was also interesting was that no dealers in the group had more than 15 reviews posted on Google Places.

Once…

We hade a situation at our dealership yesterday and I thought I would share it with everyone in hopes of getting some opinions. One of my salesman took a deposit for a dealer trade. It was a modest deal about $1200 front to back on a lease. He took the deposit on Tuesday found the car and was able to get it on Wednesday. The delivery was set up for Friday. The customer called yesterday and said the dealer he originally went to called him back. The customer told them about the deal he had…

We have a saying at VinSolutions “Bad data in, bad data out”, meaning even with all of the technology we have today, if your customer information is incomplete it is not worth keeping. One of the biggest challenges we have in setting up new accounts in Implementation is getting good data from another CRM/ILM. Every CRM/ILM has their own formats of exporting data and let’s face it; they are reluctant to give you the data you…

 Please see info at :  https://www.youtube.com/watch?v=TPG8RUrz_lg

Speaker’s Name: Ronda Lewis          

Speaker’s Title: Used Vehicle Expert and Dealer Advocate, DealerTrack AAX         

Presentation Title: 4 Steps to Used Car Profitability     

Sub-title (a little more explanation of the title – a sentence will suffice):

Using data to make fact based…

What items stand out the most to you in search results? Often pictures and especially video will initially draw your attention more than plain text results. Videos posted to sites like YouTube show up especially well in search listings. Auto dealerships need to take advantage of this free exposure by creating videos of walkarounds, customer testimonials, test…

First. Adding I really enjoy this site and the potential it has to offer.

Second and mostly what my blog is about, ties and stuffy tie downs.

I have seen a lot of suites and ties, stuffy old sales ideas. Times have changed, and to go with, the Consumers mind set.

I think I am going to start a sales seminar on being casual. I would all most bet, that the sales persons leaving the seminar would out sell, out do, and out service each and every customer 2…