building referrals

October 2013, Auto Dealer Today - Feature

Sales Professional of the Month October 2013

Dan Machu McLaughlin Motors (Moline, Ill.)

By Kirsti Correa

Dan Machu knows all too well the power of a referral. In fact, it’s how he got his start in the car business back in 2001.

Tags: building referrals, Customer Service, know the competition, post sale follow up, repeat and referral sales, sales associate profiles, Sales Professional of the Month, top sales associate

July 2013, Auto Dealer Today - Feature

12 Steps To Selling Service

Don Reed is the CEO of DealerPro Training Solutions.

By Don Reed

The magazine’s service coach breaks down a service-selling process that can deliver a 30 to 50 percent closing ratio.

Tags: building referrals, CSI, feature benefit selling, profit, repair orders, sales, selling service, service department, vehicle delivery

May 2013, Auto Dealer Today - WebXclusive

Fundamentally Sound: Don't Forget the Sales Basics


By Courtney Cole

Technology can’t change the game on its own. To remain profitable, dealers still have to be focused on the fundamentals.

Tags: a phone call and a call guide., Appointment, building referrals, data mining, floorplan rates, role of the sales manager, sales fundamentals, sales skills, using technology

April 2013, Auto Dealer Today - Feature

Perception Is Reality

Mark Dubois is the director of BHPH 20 Groups at Performance Inc., a division of ADP Dealer Services. He offers more than 30 years of experience in the automotive industry. 

By Mark Dubois

Taking a customer-first approach to the buy-here, pay-here business can minimize your repossessions and encourage repeat and referral business.

Tags: bhph dealers, building referrals, buy-here, Collections, customer satisfaction, Customer Service, delinquencies, pay-here, reputation management

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