Top 5 Keys To Managing Any Dealership Successfully
5 Keys To Successfully Managing Any Dealership
Are You A Dinosaur?
Do you really know your business? Do you must know all the operating metrics as well the core of your business model? Business is partially made up of art and partially made up of science. Once you know your science, the art will become more clear. Many dealers are still operating under an outdated business…
Has Social Media Become an Excuse?
You use Twitter, Facebook, LinkedIn, Instagram, and more everyday. You post comments, pictures and comment on others posts and pictures. You post articles, take surveys, look for affiliations, market yourself and work to create engagement with others. You text, email, FaceTime and do Google Hangouts. You do all of this and yet most of you…
I Want to Think About It
“I want to think about it.” BALONEY! If you believe and allow this excuse from customers, you and your family will be eating Ramen Noodle soup your whole career. When customers tell you they want to think about it, they are really telling you they either have an unspoken objection or they are not convinced…
Are You Boring?
You probably answered “no.” Who wouldn’t? I wonder how your customers would answer that question. Do your customers think you, your product and your business are boring? People want to be entertained. Entertainment = Sales. Boring = Broke. Your customers get their news from FOX News and USA Today, their food from drive thrus, their…
Swim with a Dolphin
One idea to improve sales that most people don’t want to talk about is the ability to recharge your batteries. Salespeople who run on low batteries don’t perform as well as when they are charged up. Recently, I went with my family on a cruise and had a fantastic trip. We went scuba diving in…
People Still Love to Negotiate
Many times people say they don’t like to negotiate; yet, they still shop around and never pay full MSRP. Most people act in their own best interest. And most people who say they don’t like negotiating, actually still want to. There are three things you should always listen to in this business: What people say.…
10 Tips for Recruiting Salespeople Successfully
Sales people provide life for all companies. If everything starts with sales people, it only makes sense to make sure that you are recruiting the best potential sales people Tip 1: Recruit from want, not need. Make recruiting an everyday activity, don’t wait until you need it. Tip 2: Have a strategy to…
You Are Letting the Wolves In
Roughly 17 years ago, I gave a speech for a state association meeting titled, “How To Recruit, Hire, Train and Retain a Dream Team of Salespeople.” In that speech, I gave a clarion call that auto dealers faced self-induced trauma and possible catastrophe if they did not change their ways when it came to recruiting,…
Just Let Go
I have a confession to make. I am old enough to remember rotary phones and black and white TV without cable, satellite or remote controls. I grew up in a house without central air conditioning and the first several cars I owned ran on leaded gasoline. As I look back its fun to remember those…