Training is a key component of any dealership’s long-term plans. It unifies your team’s approach to sales, fine-tunes your brand identity, and can consistently deliver one of the biggest ROIs of anything you do for your business. 

However, if you don’t know how to train a sales team properly, it can also be a huge waste of time and money. It’s not…

BDCs are one of the most important revenue generators for your business, but it’s not always easy to directly measure ROI because they don’t sell directly. They generate leads, manage and anticipate customer needs, and use that information to set appointments and nurture customers toward engagement with your services. 

As a result, the concepts and…

The Many Hats of the Auto Dealership General Manager

By Richard A Nimphie | Submitted On October 24, 2012

The general manager acts as an extension of the dealer/owner and, as such, not only assures the successful direction of long and short-range objectives, but is also responsible for the discipline, morale, and effectiveness and well-being of each person employed by the dealership. He/she develops efficient managers and works through them to see that mutually agreed upon goals…

Auto dealerships face a perpetual challenge: balancing inventory to meet customer demand without overstocking, which can lead to carryover inventory. Carryover inventory—vehicles that remain unsold for extended periods—ties up capital, incurs holding costs, and often requires discounting and markdowns to clear off the lot. This scenario impacts profitability and creates a cycle of reduced margins in today’s highly competitive…

In the high-stakes arena of car sales, the rules of the game are constantly changing. Gone are the days when a smooth script and a pleasant voice were enough to seal the deal. Today’s phone sales landscape is a battleground where only the smartest, savviest, and most strategic thrive. 

And the truth is, you probably already know that. You’re not looking for advice because you “can’t”…

In the competitive world of automotive service, keeping customers satisfied and loyal is essential for long-term success. The cost of acquiring a new customer is significantly higher than retaining an existing one, making customer retention a top priority for any automotive service business. But have you ever wondered just how much it…

In today's competitive automotive industry, staying ahead of the curve is crucial for dealerships to thrive. One way to achieve this is through a comprehensive training program that empowers your Sales Consultants and BD Agents to excel in their roles. Here are the top four ways Onsite & Virtual Dealership Training will help your dealership excel. …

We'd be lying if we said we didn't enjoy the time when cars flew off the lot faster than we could restock our inventory. But as that excitement hit the road, have we asked ourselves, "Are we ready to sell again?" Let's be real, over the past three years, we could easily overcome objections and even achieve record levels of profit. But did we actually stick to a sales process during this frenzy? The truth is NO, most of us didn’t. …

One of the most glaring issues affecting dealerships today is the dismal state of their phone skills. It’s alarming to witness how poorly some sales consultants handle inbound calls. Often, they fail even to say a simple "thanks for calling ABC Motors," instead opting for a generic introduction like "sales, Chris…" This lack of professionalism right at the outset leaves a negative impression on potential customers and set the tone for the entire interaction. …

I am looking to get some ideas and thoughts from industry professionals about what topics you enjoy reading about.

It's no secret that many of our peers are often writing books about specific topics that are designed to help the industry. My goal is to write a book…

We have all had days where we walk around with what feels like electricity pulsing through our veins; we’re hitting all of the green lights, and we feel GOOD! But what about the days when we don’t feel that hot? In the automotive industry, one day, you are on top of the world, and for some reason, the next day, you feel like you went through a meat grinder.…

When it comes to training, there are an endless number of things that you can prioritize. While the specific issues you may be facing at your dealership may be unique, there are certain things that every sales training schedule should include.

Set More Quality Appointments

Setting appointments is the lifeblood…

One of the major reasons to implement a video marketing strategy is to make more sales. But to make more sales, you need more leads, right? Video is one of the most engaging and effective methods for generating more website traffic, leads, appointments, and sales. But you can’t just post a bunch of random videos and hope for the best.  There has to…

Sales agents spend much of their time on the phone, so it’s important for this time to be used effectively. While some may be natural at selling, everyone can stand to have at least a little training to help them out. There are some areas of phone etiquette that you should be focusing on to help them be the most effective.

Active…

When you want to improve the quality of your phone calls, it can be challenging to know where to start. Even if you have standardized procedures and phone scripts, every phone agent operates a little differently. To improve outcomes, you need to know how to use quality assurance training and what some of the outcomes you should be looking for are.

What is Quality Assurance…

We can do many things to stand out against the competition. Quality phone skills, streamlined processes, and even an up-to-date website. Yet many of us struggle to achieve any of the above tasks. Have we ever stepped back and asked ourselves why we cannot accomplish any (or all) of the above? Sure, there's the age-old excuse of "not enough time in the day" or "we don't need that to…