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Articles for Sales Dealer Operations
Tuesday, April 02, 2013
George Grubbs III’s Infiniti dealership is smack in the middle of a major roadwork zone, but he refuses to let the project create detours between him and his customers.
Creating the Simple-minded Customer
Monday, October 08, 2012
Brian Barfield, founder of Modern Day Selling, closes out his series on the four basic customer types by focusing on the main goal: creating the simple-minded customer.
Check Mate: Selling an Analytical Customer
Friday, September 07, 2012
Author Brian Barfield discusses a few things to keep in mind when trying to sell an analytical customer.
Old Tactics Don’t Work for a New Generation
Monday, August 06, 2012
Millennials constitute one of the most sought-after buying demographics in the market, but dealing with this generation requires a slight change of tactics. Author (and millennial) Kelly Wadlinger offers a few hints for dealers on selling to her generation of buyers.
Swimming with the Sharks: Selling a Demanding Customer
Friday, August 03, 2012
Brian Barfield, founder of Modern Day Selling, offers some advice on how to deal with and sell a demanding customer.
Selling a Guarded Customer
Monday, July 09, 2012
Author Brian Barfield delves further into the four basic customer types with some tips for selling the guarded customer.
The Four Basic Customer Types
Monday, June 04, 2012
Brian Barfield, founder of Modern Day Selling, looks at four types of customers and offers tips on how to be successful with each.
One Roof is One Very Big Profit Opportunity
Wednesday, April 04, 2012
Considering the acquisition of another rooftop? Before you decide, Dealer Courtney Cole poses the question: Are you taking full advantage of all the existing profit opportunities in your current dealership?
You Are What You Surround Yourself With
Wednesday, September 21, 2011
Dealership General Manager Joseph Clementi offers tips for improving the performance of different types of salespeople.
Service Customers are Opportunities for Vehicle Sales
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.
Is There a Message Within Your Message
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.
New & Pre-owned Leasing
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.
Ten Questions Top Sales Managers Can Answer
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 ...
Training Your Staff - Upfront Pricing System to Increase Profits
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 ...
Climb, Confess, Comply: What To Do When You Get Into Trouble With A Customer
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.
The Green Pea Phenomenon: Making the Customer Like You
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 ...
Follow-Up Skills Everyone Needs
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 ...
Welcome The Phone-Up To Your Dealership
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 ...
The Follow-up Call: When the Customer Says They Bought
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 ...
Selling Never Stops! Increasing your Personal Market Share through Outside Prospecting.
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 ...
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