Joe Webb – Page 2 – DealerRefresh | DealerRefresh Automotive Dealer Forums

Becoming a Better Sales LEADER / Manager

Best Practices Dealership Operations & Processes

The Manager Who Doesn’t: A Guide to Better Sales Management

There are many people in our industry with the title of “Manager”, but very few who deserve it. This happens for countless reasons in sales management. Some feel entitled by this newfound title and don’t believe they need to. Others claim they’re too busy. Surely some have been promoted to the point of incompetence and …

Best Practices Dealership Operations & Processes

What They’re Worth: A Dealership Pay Plan Paradox

Dealership Pay plan scenarios continue to vex everyone from dealer owners to salespeople. While DealerKnows is called upon to consult on pay plans for different positions, historical expectations continue to be obstacles in their design. We must get away from antiquated expectations for pay, and start paying people what the position is worth in terms of …

Best Practices

Does Your BDC Have a Safe Word?

For those of you who have had little to no fun in their lives, a “safe word” is a predetermined word that can be said to signal your desire to end an activity. It is to be spoken if any situation gets out of hand. You consent to the activity and create a safe word …

Best Practices Dealership Communication Tools Dealership Operations & Processes

Can you Kill a Sacred Cow? The Best of the Best.

Almost everything I write stems from an emotional rant I go on during conversations with friends. As Jeff Kershner and I were grumbling about pushback from sales professionals unwilling to adapt to mobile technology in the showroom, I asked… “Can you kill a sacred cow?” You know – the best of the best salespeople on our …

Best Practices

Smell that Smell? It’s the Smell of Money

As a father of two wonderful sons on the Autism Spectrum, no stone is unturned or research unread that would help soothe my children’s anxieties and calm their spirits. My wife and I have researched the psychology and science of scents, known as aromachology, and the behavioral benefits of certain smells. At the current time, …

Best Practices Dealership Operations & Processes

Create Your Own Vendor Visit Protocol

This will not win me many friends on the vendor side, because what I am about to suggest will not only help dealers structure their month, but will leave them still happily married with a full head of hair. Dealers will no longer have to dedicate time after hours finishing projects or pulling out their hair from …

Best Practices Dealership Operations & Processes

Do You Answer Price Questions Over the Phone and Email?

As I was listening to a recorded call on behalf of one of our clients, I ran into an exchange that’s still happening every day at dealerships. A customer called in and asked for the dealership’s “best price” on a new vehicle. Not surprising, the salesperson responded with exactly what the dealership’s management team had …

Best Practices Dealership Communication Tools Dealership Marketing

Wanna Chat? What about Now? Now? Now? How about Now?

Is your website turning into the Times Square of today’s website homepage? A constant barrage of invites to chat blinking away, distracting your attention. Is it noise? Is it just smart conversion tactics? Chat is getting a bit gratuitous. While speaking at a NADA 20 Group last week, I was live reviewing dealership website experiences, along …

Best Practices

One Crucial Step to Lead Management: A Professional Volley

A real email conversation between a former ISM of mine and his prospect: Customer: Hello (Name Excluded), Everything you sent looks great. Do you have any on your lot in the Salsa Red Pearl color with taupe interior? My ISM: No. Customer: Well… what colors do you have in-stock? My ISM: I dunno lemme check. Yes… Yes, I really …

Best Practices

Don’t Be Weak Sauce

That’s what we used to call our fellow coworkers on the showroom floor when they couldn’t close a deal. “WeakSauce”. It was a put-down. Naturally, this happened at the end of the showroom visit with a customer. The salesperson would attempt to walk them through the sales process, showing off the car, taking them on a …

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Joe Webb – Page 2 – DealerRefresh

The Manager Who Doesn’t: A Guide to Better Sales Management

What They’re Worth: A Dealership Pay Plan Paradox

Does Your BDC Have a Safe Word?

Can you Kill a Sacred Cow? The Best of the Best.

Smell that Smell? It’s the Smell of Money

Create Your Own Vendor Visit Protocol

Do You Answer Price Questions Over the Phone and Email?

Wanna Chat? What about Now? Now? Now? How about Now?

One Crucial Step to Lead Management: A Professional Volley

Don’t Be Weak Sauce