car sales pipeline

Keep Your Sales Pipeline Flowing

Unfortunately, most salespeople don't think about their sales pipeline, but the successful salespeople do. In fact, one of the keys to their success is their sales pipeline. We are conditioned as car salespeople to focus on selling a car now. We don't want to hear excuses like “I will be Read more…

getting a response

Getting a Response From Internet Car Shoppers

One of the things that makes me crazy is not getting a response from Internet car shoppers. They fill out a request for quote with their email and even a real phone number sometimes. Then you provide them the things they requested and solicit a response, but nothing. You call, Read more…

disqualifying your dealership

Internet Leads Are Disqualifying Your Dealership

The Internet car shopper starts out their search with the common quest of the “Best Price”. They search manufacturer websites, third party sites and even your dealership website, but they are actually disqualifying your dealership. Car buyers use the story about price whether they are online or in the dealership. Read more…

weak car salesman

Internet Making You a Weak Car Salesman?

Several years ago only a small percentage of the customers entering your showroom walked in with a price quote, but today just the opposite is true. The Internet has changed everything when it comes to selling cars, but that doesn’t mean that we have to become clerks rather than salespeople. Read more…

car sales lead providers

Are Lead Providers Selling Cars?

Just when you thought car buyers couldn’t get any worse they start coming into dealerships telling us what we have to do. They visited a website, they requested a new car price quote and now they have the right to tell dealers what they have to do for them. What Read more…

internet car salesmen mistake

The #1 Mistake Most Internet Car Salesmen Make

The Internet has changed the car business in many ways and I’m sure it will continue to change the way we sell cars in the future. These changes have been fast and furious not to mention frustrating. Which leads me to talking about the mistake most Internet car salesmen make Read more…

How to Sell More Cars Listening

How to Sell More Cars by Really Listening

I’m sure it goes without saying that every car salesman wants to sell more cars, but it’s amazing how many salesmen really listen to their customers. That statement probably sounds crazy because every car salesman listens to his or her customer, right? However after talking to a large number of Read more…