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…
DetailsWhat is the plan at your dealership for training your team members? If it is what I have seen at most dealerships, it’s not enough. As a matter of fact, if you are operating at the industry standard, it’s embarrassing. Dealerships that struggle always have people who are not trained enough or trained properly. …
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…
DetailsAny dealership can sell more vehicles for more money right now. It’s a fact, not an opinion. The only thing keeping you from doing so is you. It’s your dealership and it’s your choice. You choose to win and you choose to lose, but make no mistake about it; it’s always up to you. …
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 the 1960’s. Let’s take…
DetailsIn the first part of this series on why dealerships struggle, I covered some essential tips of hiring the right team members. Nothing happens until you have the right people. In this article, I wanted to elaborate on an element that always exists in struggling dealerships that must be addressed before you can hire the…
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