Articles for Sales Dealer Operations

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 ...

The ROI For The People Rich Dealership

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 ...

What Fuels Your Vision?

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 ...

Four Keys to Integrity Selling: Part One

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 ...

Four Keys To Integrity Selling: Part Two

Tuesday, September 05, 2006
Sean Wolfington - To gain clarity, it helps to ask the following questions: When you say “more,” how many more? ...

Four Keys to Integrity Selling: Part Three

Tuesday, September 05, 2006
Sean Wolfington - Emotional intelligence produces traits like stability, persistence, steadiness, even-tempered control and the ability to deal with rejection ...

Four Keys to integrity Selling: Part Four

Tuesday, September 05, 2006
Sean Wolfington - Social skills are more about asking questions, listening, understanding, having empathy and a genuine desire to serve ...

Appraising For Profit

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 ...

Team Building: Putting The Right People On The Bus!

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.

Value Pricing Why It's Not Win-Win

Friday, September 01, 2006
Stuart Landsverk - How do dealerships win when the manufacturer effectively cuts your margin to one to two percent of the vehicle invoice? ...

The Seven Golden Nuggets

Friday, September 01, 2006
Kyle Miller - When the modern consumer steps into your showroom two things are certain: one, they would rather be sitting in the dentist chair than dealing with a car salesman and two, under no circumstance are they buying a car today, period ...

Character Counts

Friday, September 01, 2006
Sean Wolfington - Not only can you succeed in the car business by living with character and integrity, but ... it is in fact the only way to really succeed ...

What Great Leaders Do

Friday, September 01, 2006
Leaders set higher standard values... they model those values themselves and use charismatic methods to attract people.

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