The First Call Should Be the ONLY Call
One of the greatest challenges for dealers trying to master the internet is getting over their own preconceived notions about what internet sales entail. As I’ve been writing throughout this this 7-part series, internet sales are not hard; they’re not mysterious and they’re certainly not anything to overthink. My hope has been to detail in …
Treat EVERY Lead and Call Like an Order
When I first started working closely with dealership internet teams in 2003, I was surprised whenever a traditional sales manager took any interest at all in their activities. Back then there were two primary types of managers heading up a store’s internet efforts: There was the “guy who was good with computers” and there was …
5 Reasons Why Your Sales Department Shouldn’t Take that Phone Call
With today’s connected customer, there really are only a few types of phone calls your team will find themselves involved with. Gone are the days of a customer phoning and saying, “I need something good on gas for under $8,000; what do you have on the lot?” Today’s customer, whether a millennial or a baby …
This One Simple Tip WILL Increase Your Sales – Tomorrow!
Do your salespeople need to be a little more….BUELLER? Immortalized for living one of the most id-centric, free-wheeling days on film, Ferris Bueller is an icon of ‘living the dream’. Matthew Broderick inhabited the role with a rebel-with-a-clue bravado that made us feel he was destined for greatness. And he was. Ferris would live an …
“Greetings – You Now Have 5 Seconds!”
When was the last time you thought about the way you greeted a customer? The greeting is so simple, but often overlooked. I am not just talking about in person, but on the phone as well. It takes just five seconds for a person to form a positive or negative impression of you and your …
Phone Skills Set the Stage for Winning the Deal – Cars.com Webinar
On the Line: Phone Skills Set the Stage for Winning the Deal – Webinar While email response often takes center stage in the world of internet sales, don’t forget the phone. Consider this: the most effective form of response to an email lead is often a phone call. Also, online shoppers are three times more …