Articles for Sales Dealer Operations
Wednesday, September 21, 2011
Dealership General Manager Joseph Clementi offers tips for improving the performance of different types of salespeople.
Friday, August 12, 2011
Joseph Clementi, a dealership general manager, explains how a busy day in service can also be a busy day in sales.
Tuesday, May 03, 2011
General manager of a Toyota store, Tony Troussov, offers a step-by-step script for leaving effective voicemails that salespeople can customize and use.
Wednesday, June 09, 2010
David Keeney - If we were to ask 1,000 new or used vehicle prospects whether they prefer to buy or lease their next vehicle, how would they answer? Most likely buy unless they have been presented both options. We as professionals realize that 80 percent or so of people’s thinking is based on attitudes and feelings, while only 20 percent is fact-based.
Monday, June 29, 2009
Tom Herald - Every high-performing sales organization is led by a manager who has the answers to 10 common performance questions that separate the strong from the weak. Your answers to these questions will be your compass for action and execution. They are your roadmap for improving sales ...
Thursday, March 26, 2009
Jacob Lawson - Seventeen percent of consumers thought a dealership should make over $2,500, while 18 percent thought up to $2,500. Another 21 percent were willing to let go of $2,000 ...
Friday, September 28, 2007
Will Parquette - New or inexperienced salespeople may at some point “paint themselves into a corner” with a customer by making a mistake and not knowing how to correct it or where to go for help.
Tuesday, July 31, 2007
Erika Cooper - The success of green peas never ceases to surprise me. It's amazing that the less you know, the better you do in auto sales ...
Friday, July 13, 2007
Will Parquette - Even if we have done a good job with the customer and covered all of the steps (selection, presentation, demo drive, etc.), averages dictate that about three of every four prospects will leave without buying ...
Thursday, May 17, 2007
Will Parquette - The vehicle shopper simply doesn’t have as much “tire-kicking” time as they used to so they go to the phones to save on legwork and save time. Your staff needs to be prepared and trained ...
Friday, February 02, 2007
Will Parquette - Find out what their objections to your deal were, get with your manager and put together a full-court press to attempt to get the customer back in before they do take delivery ...
Thursday, November 30, 2006
Will Parquette - Many of your off-duty activities and personal relationships can provide business opportunities, if you’re prepared. Today’s competitive marketplace makes it very difficult ...
Thursday, September 07, 2006
Richard Libin - Being “people broke” is a critical limiting factor for growth as dealers look to expand and acquire additional stores. As many mega-dealers have learned, it takes ...
Tuesday, September 05, 2006
Sean Wolfington - All that a person achieves and all that he or she fails to achieve is the direct result of the clarity and the fuel of his or her own thoughts. Fuel comes in two varieties: positive and negative ...
Tuesday, September 05, 2006
Sean Wolfington - High achievement drive can fuel a person’s persistence, and with that comes a dogged determination and a never-give up attitude ...
Tuesday, September 05, 2006
Sean Wolfington - To gain clarity, it helps to ask the following questions: When you say “more,” how many more? ...
Tuesday, September 05, 2006
Sean Wolfington - Emotional intelligence produces traits like stability, persistence, steadiness, even-tempered control and the ability to deal with rejection ...
Tuesday, September 05, 2006
Sean Wolfington - Social skills are more about asking questions, listening, understanding, having empathy and a genuine desire to serve ...
Friday, September 01, 2006
Stuart Landsverk - ... You need to be a big success in the used car business to make a store net out. There are plenty of new car dealers who are used car dealers by default ...
Friday, September 01, 2006
Stuart Landsverk - ... you only get one chance at a first impression, so it was important to get things as right as possible the first time.