Article

sales training

November 2017, Auto Dealer Today - Feature

What Are You Teaching?

Photo courtesy Sony Pictures

By Ronald J. Reahard

Dealers can be good teachers or bad teachers, and their influence on employees extends well beyond the showroom walls.

Tags: Sales Tactics, sales training, training

August 2017, Auto Dealer Today - Feature

High PVR: Fake News or Great News

Getty Images

By Ronald J. Reahard

Dealers have become accustomed to dismissing claims of $1,500 per copy as ‘fake news,’ but that figure might not be as far out of reach as you think.

Tags: F&I, PVR, Revenue, sales training

May 2017, Auto Dealer Today - Feature

Staying Fit on Dealer Hours

By G.P. Anderson

G.P. has practical tips for those who agree that physical fitness affects your attitude and aptitude.

Tags: employees, sales training

May 2017, Auto Dealer Today - Feature

VR Could Solve the Learning Riddle

By Tony Troussov

Top trainer explores the world of virtual reality, which could one day create a ‘batting cage’ in which green peas would role-play scripts and engage in back-and-forth dialogues with simulated customers — all in the privacy of their own imaginations.

Tags: sales training, technology, Virtual Reality

May 2017, Auto Dealer Today - Feature

Stop Paying to Sell

By Joel Gordon

Sales manager Joel Gordon makes a three-part argument for abandoning your commission-only pay plan. Learn how guaranteed income creates a wider and deeper talent pool, smooths out the hills and valleys of success, and acknowledges the realities of auto retail in the 21st Century.

Tags: employees, sales incentives ideas, sales training

March 2017, Auto Dealer Today - Cover Story

How to Perfect the Walkaround

By Tahmina Hassanein

A properly executed walkaround is still the most effective tool for building trust, creating an emotional connection to the vehicle, and closing the sale.

Tags: Customer Experience, Sales Tactics, sales training

February 2017, Auto Dealer Today - Cover Story

Great Coaches Build Winning Teams

Nick Saban, head coach of the Alabama Crimson Tide, espouses “The Process,” a leadership philosophy that relies on breaking monumental tasks down to small, manageable pieces. Photo: Rammajammayellahamma 

By Ronald J. Reahard

The CFP National Championship was more than a football game. It was a contest between ‘The Process’ and ‘All In,’ the personal leadership philosophies of head coaches Nick Saban and Dabo Swinney.

Tags: management, Professional Goals, sales training

January 2017, Auto Dealer Today - WebXclusive

Develop Good Habits and Dominate in 2017

Photo by Serge Melki

By Tony Troussov

It’s a new year and a great time to sharpen your dealer skillset. Top trainer lays out a five-step plan.

Tags: Customer Service, employees, management, sales, sales training

August 2016, Auto Dealer Today - Feature

3 Keys to Millennial Training

By Tony Troussov

Dealers are using relatable content, brevity, and new technology to design new training modules for their youngest staffers.

Tags: Millennials, sales training, training

July 2016, Auto Dealer Today - Feature

World War Gen Z

By Mike Burgiss

Members of Generation Z are the anti-Millennials, and they’re coming to a dealership near you.

Tags: Car Buyers, Generation Z, sales, sales training

April 2016, Auto Dealer Today - Feature

Are You Ready When the Phone Rings?

By Tony Troussov

If your team’s phone skills have faded in the Digital Age, you may be losing opportunities. Map out the road to the appointment and make sure no sales call goes unanswered.

Tags: Phone Customers, sales training, training

December 2015, Auto Dealer Today - Feature

Open-Source Selling

By Ronald J. Reahard

Dealers who struggle to close Internet-savvy prospects may benefit from acknowledging the breadth and depth of each customer’s research and offering additional third-party resources.

Tags: Internet Shopper, Sales Tactics, sales training

December 2015, Auto Dealer Today - Feature

The Gross-Volume Balancing Act

By Jason Heard

Jason Heard offers six ways to decide whether you need to focus on adding gross or selling more vehicles.

Tags: gross profit, Sales Management, sales manager, sales training

August 2015, Auto Dealer Today - Feature

A Day to Remember

Shift your focus away from sales and toward customer service to make buying a car at your dealership a memorable experience.

By Ronald J. Reahard

Shift your focus away from sales and toward customer service to make buying a car at your dealership a memorable experience.

Tags: Customer Service, Sales Tactics, sales training

July 2015, Auto Dealer Today - Feature

Increase Your Closing Ratio by 20%

Time-honored strategies can still have a profound impact in the Digital Age.

By Mark Stringfellow

Time-honored strategies can still have a profound impact in the Digital Age.

Tags: Closing Ratios, Sales Tactics, sales training, The Next Up

April 2015, Auto Dealer Today - Feature

Who’s Celling Whom?

Customers no longer have to drive down the street to browse other dealers’ inventories or negotiate for a more favorable price or trade-in value. 

By Ronald J. Reahard

Smartphone-powered customers will prove worthy foes to sales and F&I pros who fail to anticipate their questions and appreciate their easy access to information.

Tags: cell phone, Google, sales, Sales Tactics, sales training

February 2015, Auto Dealer Today - Feature

Customer Satisfaction is Worthless

As sales guru Jeffrey Gitomer once put it, “Customer satisfaction is worthless. Customer loyalty is priceless.”

By Jason Heard

A dealership GM says anybody can create an acceptable experience, but creating repeat business is an endeavor unto itself. He offers five practical tips for pricing and retaining your most loyal customers.

Tags: customer satisfaction, sales training

February 2015, Auto Dealer Today - Feature

Real Pros Don’t Close

The need to establish trust and transparency has taken precedence in an era defined by well-informed Internet customers and pressure from state and federal regulators. Photo: IStockPhoto.com

By Paul Hatcher

GM says pressure from consumers and regulators will force sales pros to abandon their lifelong reliance on ‘closing’ tactics.

Tags: closing rates, Regulations, Sales Tactics, sales training

September 2014, Auto Dealer Today - Feature

Stop Punishing Your Staff!

Videos are most effective as part of a training curriculum that adds context to the lessons presented.

By Harlene Doane

Sentencing your sales staff to an afternoon in front of the TV or computer is no way to motivate them.

Tags: Harlene Doane, sales training, special finance

June 2013, Auto Dealer Today - Feature

5 Barriers To CRM Success

Greg Wells is president of AllCall Automotive Contact Center. GWells@AutoDealerMonthly.com

By Greg Wells

Expert Greg Wells identifies five common obstacles to success and explains how to knock them down.

Tags: CRM, digital marketing, follow up, sales training, technology solutions, Tips for Success, training director, Web Tools

January 2013, Auto Dealer Today - WebXclusive

Own The Phone 3 Day Intensive Training

By Greg Goebel

Own The Phone

Tags: BDC, Own the phones seminar, sales training

December 2012, Auto Dealer Today - WebXclusive

What You're Thinking Is Really Gross

By Alan Ram

Alan Ram of Proactive Training Solutions discusses how dealers can increase their gross profit.

Tags: BDC, CRM, customer satisfaction, gross profit, Profitability, sales training, sell the vallue, training

November 2012, Auto Dealer Today - WebXclusive

Customer Engagement: Your Key to Increasing Product Acceptance

By Kirk Manzo

Kirk Manzo, president of The Manzo Group, identifies the key to increasing product acceptance among your customers. Manzo talks about how to update your presentation of information to increase customer engagement & experience.

Tags: auto finance, BDC, F&I Presentation, F&I process, F&I products, finance product, sales training, technology solutions, using technology

October 2012, Auto Dealer Today - WebXclusive

Creating the Simple-minded Customer

By Brian Barfield

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.

Tags: BDC, customer profiles, Customer Service, customer types, needs-analysis questions, sales training, simple minded customer

September 2012, Auto Dealer Today - WebXclusive

Trendy is Nice, But Don’t Forget the Basics of CRM

By Philip Barras

New CRM technology is great but by itself is not enough for success in customer relationship management. Author Philip Barras discusses the importance of strong CRM processes with an emphasis on the basics.

Tags: BDC, CRM, CRM data usage, Customer Retention, sales training, software, technology

September 2012, Auto Dealer Today - WebXclusive

Same is Lame

By Courtney Cole

How can you give customers a reason to choose your dealership over the other dealerships in the surrounding area? Courtney Cole, co-owner of Hare Chevrolet, looks at three areas where dealers can differentiate themselves from the competition.

Tags: advertsing campaign, BDC, branding, Credit Scores, Customer Experience, dealership marketing, marketing, possitive attitude, professional presentation, sales training, special finance

September 2012, Auto Dealer Today - WebXclusive

Since When is Selling a Bad Thing?

By Don Reed

Service expert Don Reed has observed that dealers are reluctant to push for greater sales in fixed ops. Here he looks at the cost of that reluctance.

Tags: BDC, HPRO, increasing sales, Operational Efficiencies, Sales Tactics, sales training, selling service, special finance, vehicle service products

September 2012, Auto Dealer Today - WebXclusive

Check Mate: Selling an Analytical Customer

By Brian Barfield

Author Brian Barfield discusses a few things to keep in mind when trying to sell an analytical customer.

Tags: BDC, Customer Interview, product knowledge, sales skills, Sales Tactics, sales training

August 2012, Auto Dealer Today - WebXclusive

Finding the Right Balance in CRM at Germain BMW of Naples

In Naples, Fla., the management staff at Germain BMW recently took on the task of better managing phone traffic. The answer was enlisting a call monitoring company, hiring a customer relations manager to handle some BDC-type functions and improving processes.

By Kimberly Long

At Germain BMW of Naples, the store’s customer relationship management strategy was built around maintaining the balance between handling leads efficiently and maintaining a personal touch.

Tags: a phone call and a call guide., BDC, CallRevu, CRM, Customer Relations, customer relations manager, Customer Retention, data mining, follow up, Internet Leads, repeat customers or referrals, sales training, 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

August 2006, Auto Dealer Today - WebXclusive

Rich Media For Bigger Bottom Lines

By Maxwell D. Skynard

Maxwell Skynard - Rich media helps you overcome the big trust-objection, but does so in a way that makes them hungry to get behind the wheel... 

Tags: sales training

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