The average dealership hires a salesperson and, after a brief introduction of paperwork, allows the salesperson to begin talking to and selling to their customers. Some dealerships may send the salesperson to a meeting room to watch a series of perfunctory training videos and then cut them loose on the showroom floor to sell. Either…
DetailsEveryone talks about change, but few people embrace it. Change is growth, and growth is positive and unavoidable. If you don’t change, the world will change without you and leave you behind. In business today, change is occurring at a rapid pace and is causing the death of traditional salespeople as we know them. …
DetailsEvery year at the NADA Convention, the exhibit hall is full of CRM and BDC companies displaying their wares. Dealers spend massive amounts of money in a frenzy to buy the “magic button” CRM or BDC solution for many reasons. Unfortunately most of those reasons aren’t valid. Putting great tools in the hands of below-average…
DetailsDo you feel like you are missing out on something? Are you confused as to what the next step is in making your dealership successful? It’s a different ballgame than it was even just a few years ago. The traditional dealership is dead and you must bury it to prosper in the future. For…
DetailsThe traditional dealership is dead, but some have not had their funeral yet. It seems as though as much as some things change in the auto industry, as many things stay the same. Every week our trainers observe things in dealerships that look and feel like holdovers from the 1960s. Let’s take a look…
DetailsHow would you rate the skill sets of the sales staff at your dealership? Let’s review a few of those skill sets: Phone skills — taking inbound calls and making outbound calls Follow-up skills — Following up sold and unsold customers with an organized game plan utilizing multiple streams of follow-up methods …
DetailsA recent article I wrote titled “The Death of Traditional Salespeople”, received more response than any article I have ever written. Judging from the massive response, I struck a nerve with salespeople, managers, business owners and just about everyone who read the article. Based upon the overwhelming response and the huge amount of requests for…
DetailsDo you hustle? I mean really hustle. As a kid growing up I was a huge fan of the Big Red Machine, Cincinnati Reds baseball team. Pete Rose became my favorite athlete. Forget about Pete Rose as a man and all his personal shortcomings, Pete Rose gave it his all every time he stepped…
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