Every sales person claims that they have the greatest opportunity that you can’t live without. A key is testing and validating opportunities that make logical sense. Are these concepts producing measurable results (gross dollars and/or car sales)?�

For decades, I have (and still do) participated in, observed, run, trained and delegated various meetings. From my ongoing experience in the field, far too many “meetings” are either the “Coffee is for Closers!” fear based attempts to maximiz

In last month’s article, I opened with the thought that one of the reasons salespeople fail to make a connection with online customers is the continued use of outdated responses to shopper questions and concerns. These responses fail to influence c

(Bear with me here – this one will eventually come back around to the Internet sales team.) Today I feel compelled to deviate from my regular article topics covering Internet sales and digital marketing to alert you to an area of your dealership th

Mercedes Benz has announced the details of its holdback incentive program which will apply to all dealers. The program involves payment of a 3.5% performance bonus where 1% is tied to a facility component. Of course, not all Mercedes Benz dealers are

It has been said that the arrival of a lead is the “moment of truth”. At that moment, the customer has put you on trial. The lead has been sent to you, but it’s also been sent to two to three other dealerships. Which dealer will respond first?

How it happened so quickly I don’t know, but it’s time again to reflect and make necessary changes to ensure a more profitable year. As I began the self assessment, I examined the obvious areas where change is warranted and completely necessary.

The first word or attribute that comes to mind with “follow up” is tenacity, because to be successful in today’s market, more is needed beyond picking the low hanging fruit. I have developed and adopted my own practical application, helped thou

The first suggestion I have is to mystery shop your competition. Most will start with “what’s your name and number in case we get disconnected?” Would you take that seriously? How many times have they heard that? Listen and learn, then compare