Today’s customers have access to an abundance of knowledge.

They can get on their computer or smart phone and see what the cost of a New Vehicle is.

They can appraise their own trade.

They can see what the lowest interest rates are.

They can do side by side comparisons with vehicles they are looking…

” Conquer What You Chase “

Confidence is king…

What is a social object? A social object is a conversation piece that inherently generates conversation and action around itself. A social object can be just about anything, it can be a news piece, a cause such as ending world hunger, a passion such as the love one has for their favorite football team, or even a lifestyle such as…



Mary Catherine Curry of Rice Toyota Scion’s sales and service alliance strategy chosen by dealers as 2011’s‘Best Idea’; ADP | Cobalt-sponsored award presented at DrivingSales Executive Summit 

 

 

DrivingSales (http://www.drivingsales.com) today announced that Mary Catherine Curry, Marketing Manager of Rice Toyota Scion, has won the 2011 DrivingSales…

AdVantageTec, Cars.com, cDemo Mobile Solutions, DealerTrend and MotorLot are Finalists

DrivingSales (http://www.drivingsales.com) presented Dominion Dealer Solutions’ CarBinder with the DrivingSales Innovation Cup Award for the most innovative dealership solution of 2011 at this week’s DrivingSales Executive Summit in Las Vegas.

The Second Annual DrivingSales…

The world is full of people who fear failure so much they never pursue their dreams and wind up living an unfulfilled life.  We live in a world thinking “what-if” instead of living in a world of “already did.” Countless stories have been recounted and movies made depicting people who realized they only have a short time left to live. Suddenly they set out on a quest…

One of the most underutilized software applications within a dealership is its CRM software. This application has also been the source of much disappointment in regards to its ability to show a quantifiable return on investment. The reason that this is the case is that in most instances it is improperly sold and implemented as an application only and not as a process. The second reason that CRM gets a bad rap is that the users of the application are usually trained from the perspective of…

I am looking for some help from some of the brightest minds in the industry. I salesman I work with has left to persue a new job. I will be taking over his customer base. He has been here 15 years and sold 200 plus a year.

I was wondering who out there has a good email template to let his customer base know I will be taking over his account? I am thanking all of you in advance!

Stan

The customer failed to understand… because the salesperson failed to mention… because the manager failed to communicate thus failing to lead…



Real world? Everyday! Yes or no?

Therefore the tango begins… The customer: Why did my salesperson fail me?



The salesperson: Why did my customer, new car manager, used car manager, and the bank fail me?



The…

What if every person who shopped your vehicles on Craigslist were directed to view the same vehicle listing on your Facebook fan page with video?

Cargigi recently released a new Social Media package add-on to their Automated Classified Posting service for $299/mo. that enables dealerships…

I no sooner got back to Chicago from Digital Dealer 11 in Las Vegas, than I took off with my family to a campground in Indiana where I had no Internet… no Smart Phone… no electronics! What an absolute turnaround!  Upon arriving home, I immediately went to my computer and fired up my email; I saw that Jim Zeigler had posted his latest monthly article at ADM. I couldn’t wait and went directly to his article, which mesmerized me as usual. …

As we are in the midst of the 2012 model year, some all new models are now on the market along with several redesigns, one such new model being the Chevrolet Sonic. It seems this fresh new vehicle is trying to steal some thunder from the Ford Fiesta campaigning method by using social media and appealing to a younger audience.

“Aimed at 18 to…

Military, Law Enforcement, Medical Professionals, Teachers…what do these occupations have in common?  Each provides a highly valued service to our local and global community at large and does so as a result of education and extensive on-going training.  As a result, society can depend on these individuals to protect humanity, face danger, save lives, educate our youth, improve health and welfare and do…

It surely is true and I am such a believer of being HONEST when looking to find a dealer a solution. Honesty is surely the best practice one MUST be able to deliver at ALL times and YES, especially in the sales world!!

If you cannot be open and honest about your opinion, the product and or the results then you should probably…

You're Invited!



The Roundtable, hosted by Tom Kain and John Miller of AutoDealerTarget is broadcast live each Tuesday night at 10pm EST. Once a week Tom & John will spend one hour on a Google+ Hangout with special guests from the automotive industry and dealership professionals in a roundtable setting, sharing great ideas, best practices and learning from many of the most successful and brightest minds in our industry.



-This…

Building a successful selling career is not complicated, but it has remained a mystery to most of us in the profession. We celebrate the superstars because they have figured out their own personal formula and we punish the underperformers because they just cannot seem to get it. The fact of the matter is that if there was a formula for doing the things that successful salespeople do consistently, then you could move more of the underperformers into the high achievers rank. Well, there is…

When you are in the process of showing a customer a product, and trying to close the deal out, there is a good chance you will hear “NO.” Remember when a customer tells you NO, if you have done your job right up to this point, they are really telling you “keep talking I am not quite ready yet.”

The difference between sales people and sales professionals is the ability to overcome customer NO’s and objections. A sales professional will take the NO from the customer and start…