Article

Sales Process

February 2017, Auto Dealer Today - Feature

All In on the Process

David Gesualdo

By David Gesualdo

The publisher seeks inspiration from men of vision but still relies on the alarm clock method to get business done.

Tags: business management, Sales Process

August 2013, Auto Dealer Today - Feature

Point And Shoot

Paul Potratz is COO of Potratz Advertising

By Paul Potratz

Marketing expert explains how selling a car is like selling a camera: You have to create brand awareness before trying to sell a price.

Tags: Car Shopping, marketing, Pricing, sales cycle, sales funnel, Sales Process, Shopper Behavior

July 2013, Auto Dealer Today - Feature

3 Sales-Killing Words

By Michael Cassinelli

F&I expert identifies three words producers need to avoid at all costs when working with customers. Find out what they are and what words you should use instead.

Tags: auto finance, Customer Service, extended warranties, F&I, F&I pricing, F&I products, Finance, GAP, Pricing, sales, Sales Process, sales skills, Service Contracts, Word Tracks

November 2012, Auto Dealer Today - WebXclusive

Applying a “Back to Basics” Philosophy to Your CRM

By Philip Barras

Expert Philip Barras of Dominion Dealer Solutions discusses how to ramp up sales through the use of your dealership's database. Phil lays out a list of the best CRM practices to energize your database, from using electronic logging systems to conducting a regularly-scheduled save-a-deal review.

Tags: BDC, client relations, CRM, CRM data usage, data mining, digital marketing, Email Marketing, marketing, post sale follow up, Sales Process, software, technology

August 2012, Auto Dealer Today - WebXclusive

The Sales Process Starts With a Dial Tone

By Greg Goebel

Phone contact is essential for sales succes in special finance. Greg Goebel outlines a six-step plan for successfully handling SF phone leads.

Tags: a phone call and a call guide., adverse action letter, BDC, how to sell over the phone, Sales Process, sales training, telephone sales, tracking calls

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