What Happens When Customers Stop Answering the Phone? One Major Way the iPhone Hurts Your Sales
Have you updated your iPhone yet? Better hope your customers haven’t. BDCs and sales teams alike tend to bellyache about how difficult it is to get shoppers to pick up the phone when they follow-up. Well prepare for a gut punch, because that is going to turn from an ache to a major pain. One …
Stop Trying to Netflix and Chill Your Customers
Maybe I’m not the ideal person to make this analogy. After all, I haven’t been single for almost 20 years. That was before smartphones. Before Google. Before social media. Wifi barely existed. There was no Kindle, we actually read paper books. And Netflix wasn’t even an idea. Regardless, the phrase “Netflix and chill” has become parlance for …
Did You Know You Can Drown In Green Peas?
It is possible to drown green peas. It’s a sad occurrence. And it is rarely their fault they drown. Green peas, or as they’re known in other industries as newbies, noobs, colts, rookies, freshman, recruits, or greenhorns, are a part of every organization. Inevitably, through either attrition or an expanding sales force, companies have to …
Don’t Catch Digital Chlamydia
“Is that vendor fine or what? Maybe I’ll bring it back to my place.” “I’d like to get my hands on that software and take it for a ride.” “I think what I have works, but it seems like experimenting with a new partner may be fun.” Many dealers are returning from NADA (or Digital …
Pricing Information and How Much do Shoppers Really NEED?
How much pricing information do vehicle shoppers really need? The quick answer is… more than none. Not all customers are price driven, but almost all are price CONSCIOUS. You need to believe this is the universal truth. Enough data has been shared over the last several years to prove that displaying a discounted price from the MSRP …
He Gets That From Your Side of the Family: The Myth of Attribution
When things go right, people hope to claim credit for it. When they go wrong, the blame must be pointed elsewhere. This is how it has gone with children and sales. When your child gets straight A’s, they get it from the mom. When they are cuter than cute, well that’s good genes on mom’s …
Gravy Should Be the Meal – Sales Tip #1
The word “Gravy” is used in sales when something extra happens that is a benefit to you. It’s something that wasn’t expected, or additional profit that was made beyond the structured deal. In automotive retail, for instance, the majority of salespeople’s sold deals come from customers walking onto the showroom floor, being greeted, and subsequently …
BEWARE of Companies that Massage the Data
Dealership owners are becoming more and more progressive and data-driven. Like leadership at Fortune 500 companies, they make executive decisions based upon internal results and exterior data to improve their stores’ fortunes. However, I’m issuing a stern warning when making changes to your policies, processes, and personnel: Beware of Companies that Massage the Data Unlike …
Don’t Allow Salespeople be John Michael Montgomery on the Phone
Is there anything sadder than a country song? I listened to country music during a stretch between 1990 and 1994. That was it. Pretty much gave up on any country after that time frame. Those years seemed to be the renaissance for country music. Artists such as Garth Brooks, Alan Jackson, Tim McGraw, Clint Black, …
