Articles for Sales Experts
Monday, October 17, 2011
Trainer Greg Wells discusses how dealers can effectively market vehicles online with proper pricing, quality photos and compelling vehicle descriptions.
Wednesday, August 03, 2011
Live chat can increase your site’s conversion rate by as much as 50 percent at a relatively low cost, says Greg Wells, industry expert, who also discusses five tips to increase leads and ultimately sales with live chat.
Friday, June 10, 2011
Trainer Greg Wells explains the importance of a dealerships fixed operations department having a presence online. He discusses having a Google Place page, collecting online reviews, having the proper information on the dealership website, potentially offering an online service scheduler, and other options.
Friday, April 01, 2011
Industry expert and trainer Greg Wells discusses the five laws that sales managers in dealerships with proper customer relationship management (CRM) follow.
Monday, February 07, 2011
Busy sales managers have plenty to manage that’s right in front of them, but it’s important to check “blind spots” to uncover hidden profits. Author Greg Wells highlights four blind spots and what you can do to get them out in plain sight.
Thursday, January 06, 2011
Tony Troussov - Do your salespeople build meaningful relationships with every customer, or do they treat each customer as a mere transaction? If your answer is transaction, then it’s probably time to provide your sales staff with some customer experience training.
Tuesday, November 16, 2010
Since the Internet has changed the car-buying experience, Author Greg Wells explains why and how dealers should alter showroom processes to create better relationships with customers.
Monday, October 04, 2010
Tony Troussov - In this competitive market, a used car manager’s job can be complicated. Today, like never before, it requires extensive knowledge of the market and technology. With that said, acquiring cars is only half of the task at hand.
Friday, September 10, 2010
Greg Wells - When customers walk into the showroom, what do we do? We greet them, right? They are greeted by a receptionist, if you have one, or by an available salesperson, but what happens when that customer isn’t greeted promptly?
Friday, August 06, 2010
Greg Wells - These days it seems everyone is talking about digital marketing, Internet leads, social media and CRM, but are we overlooking the oldest and most useful piece of technology in our business—the telephone?
Thursday, July 29, 2010
Greg Wells - Most Internet sales managers or BDC staff will tell you the frustrating part of their job is customers who won’t connect. What you hear is, “We respond quickly, quote a great price, leave numerous voicemails, send several e-mails and never hear from the customer again.”
Monday, July 19, 2010
Tony Troussov - Nowadays, your Internet leads could account for more than half of your walk-in traffic. Is your Internet team prepared to handle this volume effectively? Regardless of how productive your team is, there is always an opportunity to improve. If you’re ready to increase your market share and profitability, take some time to assess your team in the following five areas.
Tuesday, June 29, 2010
George Dans - Have you ever noticed the three types of salespeople you hire—the good, the bad and the ugly? It’s always good when you hire one of the good ones, but for some strange reason, there aren’t many of the good ones to be found.
Wednesday, May 26, 2010
Greg Wells - Every dealer has a few great employees, but few dealers think of their CRM as one of them. I’ve always thought otherwise. There are 10 reasons you should feel the same way
Wednesday, April 21, 2010
Tony Troussov - Training people should be a top priority when developing a successful team. Most dealerships or dealer groups focus on improving salespeople while ignoring the skill set of employees in other revenue-generating departments.
Monday, April 05, 2010
Greg Wells - It happened one Thanksgiving Day. My mom and her sisters gathered around the dining room table and placed a 1,000-piece jigsaw puzzle. I’d seen them do it every Thanksgiving Day of my life.
Wednesday, March 03, 2010
Greg Wells - With a predicted 11.2 million sales in 2010, we will be short six million sales compared to 2007. Six million missing sales equates to 36 to 40 million missed showroom opportunities. It’s not market share you should focus on, but opportunity share.
Thursday, June 25, 2009
Michael Rees - So, Jessica was put in the unenviable position of having to find a replacement vehicle. The insurance company wrote her a check for just under $6,000 for her truck. Jessica started her mission to buy a used vehicle for $6,000. She started as most buyers do nowadays, by surfing the Internet ...
Tuesday, January 20, 2009
Michael Rees - New ewmployees need to know what you expect from them today, tomorrow, this week, this month, this year. If they don't, it will be impossible for your employees live up to your expectations ...
Thursday, December 04, 2008
Michael Rees - Are you and your team using the fact that so many people are saying business is bad to tell yourselves: “It’s okay that we’re not doing any better. We can’t help it; it’s just the economy”? ...