The Showroom

sales training

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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

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

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

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

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

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

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

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

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

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