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| Selling Secrets from the Waffle House |
The things you can learn from an Angel
You don't want to miss a trip to the famous Waffle House when you visit the southern states. It's just good old fashioned everything, from the food to the hospitality. The customers are usually regulars and there's a good reason why: Everyone on the team is friendly and having fun. At least that's been my experience.
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| Strong Closer Needed |
Data doesn't support now or never philosophy
I once had a dream I was a fly on the wall of a Service Manager's office. He was on the phone with an automotive consultant discussing his struggles at implementing service lane controls at his dealership. Here's what I heard.
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| How to Start the New Month
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Every month it’s the same old thing- scratch, claw and scramble to hit the numbers; rush around like maniacs trying to complete dealer trades, send drivers to customer’s homes to get contracts signed, and burn out the F&I managers with an over-promised delivery schedule.
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| The Writing on the Wall |
Consider the messages you're sending to customers
Frequent readers are familiar with our position on the use of proper words and the importance of body language in building rapport with customers. But one thing we haven't addressed much is the subliminal or hidden messages your showroom may be delivering.
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| Increasing Your Net Worth |
Giving more than you're paid for earns huge dividends
You hear people complain all the time that they're not getting paid enough for what they do. I say the answer to that dilemma is to do more than what you're paid for and watch the investment pay off.
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| AutoCast - When Your Sales Manager's a Jerk |
What do you do when your boss is tough to work for?
We?ve all had them: Managers who make going to work a reason to call in sick. They're the ones who know it all, slam you in front of co-workers, and tell you to 'get the *%@$# out of my office and sell a *&^%$ car!'
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| The Power of Prioritizing Customers |
And the end results if you don’t
I’ve watched in amazement as salesperson after salesperson left their customers in the middle of the sales process to answer a page or take a sales call. "Excuse me," they say, "I’ll be right back!" So what does that say to the customer who’s right there in front of you?
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