“The Talent Pool Ain’t What It Used To Be!” I’ve lost count of how many times I’ve been in front of managers on a dealership level and have heard these words. I myself have had these thoughts run through my mind when running a dealership. How many times have we…
This post is a continuation of “Customers Are Predictable, Everything They Do Is Predictable” Know your outcome (sell your customer a vehicle). Despite your best efforts, not every customer you work with will result in a sale. Salespeople spend a significant portion of their selling time searching for customers interested…
Are you prejudice? When clients comes into the dealership, do you size them up and say to yourself, “This is a buyer and this is not?” At the beginning of each Automax class, the trainer does a simple experiment to prove a point. The trainer’s ask their students, “WHO AM…
For those who are uninitiated, this is not a week to week business, but rather a year to date business. There are slow periods and there are highly productive periods. The trick is to level it all out. We need to make hay! ORGANIZED!!!!!! DISCIPLINE!!!! So, how many of you…
The idea behind this blog is to get you thinking, to raise questions and to give answers. While the below letter may be hypothetical I hope it gets you thinking the right way, please take a moment to read it and then leave a few answers in the comment section…
In this post I will answer two very important questions… Question #1: How do dealership personnel initiate and complete the hiring process? Question #2: What are the processes that need to be implemented? If you’re looking for a specific path in which to follow when it comes to finding the…
UNDERSTAND AND LEARN TO DEAL WITH IT! One out of four customers who walk in the door will buy a car from you. That means three out of four times you will hear the word “NO”. No means different things to different people. Some take it personally while some realize…
Listen to Craig Lockerd of Automax as he shares with you how to motivate your sales people the right way. Motivation is like a balloon, you can inflate it by blowing into it but sooner or later the balloon with deflate. To truly motivate your sales force you must teach…
The typical car dealership “goal setting session”: Manager to salesperson: So, Jurrassic, How many units are you all gonna do this month? Jurrassic, “fifteen”. Manager: Everyone hear that, I am putting Jurrassic down for 18. Mid-month: Manager to salesperson: So, Jurrassic, it is now the 15th. You have 3 units…
All of us have had the opportunity to work with both types of salespeople. You CAN sell using both techniques. However, it has been our experience that most customers like to be helped through the buying process, as long as it is professional and non-confrontational. Here are examples of both…