Every store has their sales process, their Road to the Sale, that starts with a proper Meet & Greet.  But what about before the Meet & Greet?  In a recent article by Chris Saraceno, “Secrets of the Best Sales Consultants”, Chris listed many of the things a salesperson must do today to be successful.  Technology has helped salespeople become more…

As the economy improves and everyone looks to increase market share, dealers are struggling to take advantage because they can’t find enough good salespeople.  As a result, the customer experience suffers, guests are not logged into the CRM, and sales opportunities are missed.  But there are 3 places where good salespeople can be found:

1) YOUR SOCIAL MEDIA

If you are seeking a younger, more technologically advanced salesperson you have to go where they are – online. …

The talk these days is all about “transparency”.  Since consumers are doing tremendous amounts of research BEFORE visiting a dealership, since they are so well-informed, since they know what they want, dealers need to be transparent about everything.  One cannot argue with the data.  According to studies by R.L.Polk/AutoTrader and Google/Shopper Sciences:

• The average car shopper starts the process online, spends
• 19 hours doing research, and
• References 18…