The car dealership of today is much different that it was a few short years ago. The advent of the Internet is constantly changing the way the game is played and you better too because your car dealer reputation is Read more…
Take a look out on the showroom floor of any 100-car dealerships around the country and you would probably be lucky to find 75 car saleswomen. What was typically a profession that was once considered suitable only for a man Read more…
Has your car salesmen and car saleswomen been infected by this terrible disease? Are they sluggish and quick to qualify and broom their customers? Do they complain about taking Ups unless they believe they have a sure sale? Have they Read more…
Are you waiting for the perfect up? Is there such a thing as the perfect up? Some would say that the customer that wants to buy a car today is the perfect up and others would sat that the lay Read more…
The car sales BDC is an essential part of a successful car dealership today, but to what extreme do you go to get them in the door. What are the practices and policies that you use to manage your BDC? Read more…
Everyone’s had their fair share of mooches, mavens and shoppers when it comes to selling cars for a living, but that’s just part of being in the car business. Nobody wants to spend a couple hours showing somebody cars and Read more…
I have received numerous emails on this subject from both newbies and veterans so I thought it might be a good idea to write a post on what happened to the showroom traffic. Only a few short years ago you Read more…
The primary objective of the car dealer BDC is to get them in the door because they can’t buy a car over the telephone. People that call into an automobile dealership are looking for information, it could be questions about Read more…
The Internet car salesman or commonly called the Internet Sales Manager is a bit different than the floor salesperson. Their job is to take Internet leads and e-mails from potential car buying customers via the Internet. They don’t take Fresh Read more…
Final installment of Why Car Salespeople Fail, part one is here. Not Asking Questions Many car salesmen feel that they are being rude or pressuring the customer when they ask them questions, but not asking questions is a mistake and Read more…
You can read Part One, Part Two and Part Three Not Asking for the Sale You’ve probably heard this before, but not asking for the sale is one of the biggest hurdles to success for new car salespeople. It sounds Read more…
This is the third installment of “Why Car Salespeople Fail” you can see part one here and part two here. Lack of Commitment Time and time again I have heard people say that they will give car sales a try Read more…
Continued from Part One Believing the Customer The car salesman that believes everything that their customer says is practically destined to fail. You need to keep in mind that very few people enjoy coming to the car dealership to buy Read more…
Over the years I’ve seen many car salesmen come and go, some with talent and some that didn’t have a chance from the beginning. This is the first of a series of posts on why car salespeople fail (and sales Read more…
I get a lot of emails asking about how to get more showroom traffic and Fresh Ups, but the answer is not an easy one. It is a two part answer and one part is the responsibility of the dealership Read more…
More and more dealerships are embracing the Internet in a big way and I have been hearing from some of you about going from car salesman to Internet Sales. Only a few years ago an Internet Sales Department consisted of Read more…
The words we use as a car salesman or car saleswoman need to be chosen carefully because we all know that one wrong word and we are done. The customer will make some excuse or ask for your card, and Read more…
It happens all the time, car sales closing too soon can make a car deal go sideways before you know what happened. It happens to everybody that sell cars for a living now and then. Even the good car salesman Read more…
Who said you had to be dishonest to sell a car? I have been approached by several people and asked how to make money as an honest car salesman so I thought this would be a good subject for a Read more…
How often do you run into a car sales woman? Not too often it’s sad to say. The field of selling cars for a living has been dominated by men since the beginning of car sales and it’s time for Read more…