The Dirty Dozen – 12 “Secrets” of Successful Salespeople
The Dirty Dozen – 12 “Secrets” of Successful Salespeople As we start to ramp up to our new normal, one thing that isn’t likely to change is the difference between the top and the bottom of any sales organization. While every industry has its relatively few true superstar sellers, a third of the remaining group …
Automotive Retail Disruption: How Process Would’ve Made a Difference
Automotive Retail Disruption: How Process Would’ve Made a Difference We all know good habits are learned in bad times, and bad habits are learned in good times. For virtually every car dealer in America, the good times started sometime around 2011, and ended suddenly in mid-March 2020. An industry disruption no one could’ve predicted. So, …
Car Dealer SEO: Same Old, Same Old
Car Dealer SEO: Same Old, Same Old I’ll keep this one brief. And, to answer the question you’re going to have while reading this article: No, I do not sell search engine optimization. I’ve written and spoken about the waste and fraud in automotive search engine optimization for at least a decade. Because it’s digital, …
Dealers: Beware Artificial Activity Targets
Dealers: Beware Artificial Activity Targets I get it. The dealership sold zero vehicles on a Tuesday. Salespeople spent the entire day in the vaping circle or surfing the web. No one was making their calls. Fifty Calls Per Day! To combat the lethargy, someone on the leadership team demanded action. “I want each salesperson making …
The Kumbaya Strategy – Why Your Ineffective Internet Team/BDC Thinks They’re Doing a Good Job
The Kumbaya Strategy – Why Your Ineffective Internet Team/BDC Thinks They’re Doing a Good Job Imagine a world where no one ever told you “no.” Relaxing and enjoyable, right? Now imagine working on an internet sales team or in a sales BDC and never hearing a prospect tell you “no” over the phone.
How to Sell Cars via Facebook – Real Social Selling
How to Sell Cars via Facebook – Real Social Selling At this very instant, there are vehicle salespeople on Facebook enjoying 25 or more sales a month just by talking about their accomplishments and taking pictures of their lunch. Marketing themselves via Facebook has made a huge difference in their results; and all they’ve had …
It’s the Boring Stuff that Sells Cars
It’s the Boring Stuff that Sells Cars As you and your team review your sales plans for 2019, it’s important to remember that the dealers growing market share use the same websites, tools and marketing sources you use. Just like you, they’ve yet to discover a magic bean or digital secret that can sell vehicles …
Why Can’t Your Classifieds Site Perform Like CarGurus?
Why Can’t Your Classifieds Site Perform Like CarGurus? To be clear: CarGurus (NASDAQ: CARG) is not perfect. In fact, dealers have plenty of legitimate issues with the company (I’ll detail a couple here). But, when it matters, CarGurus more often than not delivers results for dealers. CarGurus, you see, easily passes the DISC Test (Does …