For most organizations…the process of interviewing…hiring…and training a new employee…doesn’t last long…

Most organizations feel that they have hired a competent individual…and the individual will inspire themselves to learn and grow…

The sad part is…organizations expect ALL employees to come out of a pretty little gift-wrapped…

One of my mentors and fellow DealerElite.net member, Mr. Dave Anderson, started one of my favorite articles with this paragraph;

“This article will offend far more than it inspires and quite frankly, I could care less. Political Correctness has gone too far. It's run amok. It's draining our country's soul and debilitating corporate cultures.…

Balancing work and life…..

This is a hard equation for some people to handle…

There are some that believe… you need to work 80 hours a week to advance your career…

And while working hard… is a trait that we all want to be associated with…you have to maintain a work - life balance…

Here are some startling…

WINNING ATTITUDES

"The reason most people never reach their goals is that they don't define them, learn about them, or even seriously consider them as believable or achievable.…

When I was a young man, I wanted to change the world.

 …

Networking and prospecting. It’s something that is a lost art in the Automobile business today.

Back in the 1980’s, when I began my career in the automobile business, I used a “tickler file”. A “tickler file” was a series of 5X7 index cards that I used to keep track of my customers. I separated them using three different files. One file was sorted…

To be able to hold yourself and your team accountable for any situation….you first have to get everyone… TO SEE THE VISION…..

What is the vision??

It is what the ULTIMATE outcome of any project or goal….looks like…

You have to be able to put everyone’s egos aside….including your own….. and see what has been successful…

When you begin to speak about customer retention…..when does it all begin???

Customer retention…. starts….. at hello……

From the very first time we greet a customer… whether it is in the service drive…..on the lot…..or on the showroom floor……customer retention starts at….hello…

You have to first put yourself in the…

In the first part of this article, we talked about the concept of an all encompassing BDC to handle all of the Departments in your dealership.

The real question is…does your BDC actually DEVELOP BUSINESS??

Does your BDC assist and compliment each of your departments in the store?

Does your BDC help capture…

Does your BDC actually retain and develop business??

Are you ready for a BDC that does it ALL??

A BDC that actually Retains and Develops business for the store?

Are you ready for a BDC that goes well beyond simply handling incoming sales phone calls and sales internet…

Let’s review some Customer Retention….facts…

These statistics are directly from NADA, the National Automobile Dealers Association…

Ninety percent… and I repeat…

Ninety percent of a dealership’s advertising budget… is spent attempting to acquire a NEW or Pre-Owned vehicle customer.

While the remaining…

Does your organization have minimum acceptable standards…for your salespeople and Managers??

Standards… that are the very least amount that is acceptable…and still retain your job?

Now…every good organization has goals and aspirations…

And every good organization… has the statistics on what the benchmark numbers are and…

Goal setting for Automotive Salespeople

All too often in the Automotive world, we let our salespeople fend for themselves every month. There are not enough dealerships,…

Does your Company have a selling plan for “Building Value”??

Your customers have come a long way.  Customers are more knowledgeable, proactive, and price conscious. They regularly scour the Internet for low prices and have come to expect much more for each dollar they spend.

So what is YOUR Company doing to sell…

FAVORITE QUOTES

Once we rid ourselves of traditional thinking

we can get on with creating the future. 

James Bertrand

One of the nice things about problems is that a good many of them do not exist except in our imaginations. 

Steve…

"Compared with"

The simple word track, “Compared with” will help any Team Member overcome the Clients “too high” price objection.

In most scenarios, when your Team Member presents the initial pricing figures to your…

"TELL ME MORE"

The simple word track, “Tell me more” is one of the most powerful yet simple word tracks you can give to your team! This simple word track both builds rapport with the client AND defines exactly what the customer’s statement or…

Our never ending quest…as leaders…is to stretch people farther… than they think they can go…

To take an individual…or a team…and stretch them all the way out… till they feel they are at the edge of the cliff…

And just as they are about to fall off…extend our hand…tell them how important they are…

tell them that you…

Who is facilitating your Coaching?

There are literally thousands of coaches out there…with their own slant or insight… on what is the correct way of doing things…

My question is this…

Does their coaching align exactly with what your core values and culture are all…

As a leader…do you know what motivates every individual in your organization??

Do you know why each individual comes to work each day…and earns a living working with you??

What are the driving forces behind each individual…that makes them get up every morning…fight the traffic…and come to work for your organization??

I can tell you…if you don’t take the time to see what motivates every individual in your organization…you will not…