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…

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…

Stop the Profit Leak

ANSWER THE PHONE!!

With the next Digital Dealer Conference promising to be chock full of the latest in Digital and Social Marketing strategies, I can’t help but ponder the obvious. We are learning great new ways to drive traffic to our dealerships with the commitment that the buying experience will be extraordinary. And the good news is its working! For too many of us, the bad news is the same…..its working.

With…