Everyone wants to be heard. Yet the person you’re speaking to isn’t always listening. Customers seek someone to understand their goals, deliver a solution, and facilitate a purchase experience. To do this well, though, requires being skilled in active listening. Do your salespeople understand that listening is a skillset?



Whether it be on the phone or in-person, every good salesperson must pay undivided attention…

If you’re reading this, you’re crying for inventory. We all are. The lack of new vehicles on the ground is like nothing I’ve ever seen before.

As CNBC reported, chipmakers shifted their focus to electronics like computers when…

Right now, inventory is difficult to come by. Used cars are scarce and dealers are paying thousands over market value simply to have vehicles on their lots to sell. When it comes to new vehicle inventory the situation is even more dire. Many dealers’ lots have low new inventory because of chip shortages or transportation times. A…

One thing we often don’t think about is just how many businesses we interact with on a daily basis. Think about it, you order food from restaurants, you get your hair done at salons, travel around using Uber, book airfare & travel, and buy things online. But, to complete these tasks, you have to use several apps and visit multiple websites. And it’s in…

Ladies and gentlemen, we are back with our video series, Ali Reda’s Road to Sales Success! We’ve been talking about the obstacles that Carlos was finding as he approached the end of his second month in the business. If…

When it comes to vehicle recalls, I have always believed that safety comes first. One major challenge is the millions of vehicles on the road with open safety recalls and, with many vehicles changing hands privately, it is a monumental effort to identify those owners and notify them about an open safety recall and the risk to them, their families, and fellow…

Most dealerships are used to focusing most of their time and attention on their sales team and profits from the front end. Unfortunately, the profits made on each sale are dwindling and new car sales are down. Lost revenue on your front end makes everyone want to tighten their belts. The question is: Where do we make the cuts? Should we pull from…

Who should be greeting your service customers when they arrive at the service drive? A porter, an assistant or an advisor?

Every dealer seems to have a different process when it comes to greeting their service customers in the lane. Some would like you to just come inside, others may want you to stay with your vehicle.…

by Anthony Greenhalgh, Rapid Recon

The old argument the dealership has been using for years – “add more people”--  does little more than provide temporary fixes and a ton of personnel expense.

When I was in your role, I had to make my techs better, but I was already heavily engaged in ongoing training, so what more…