When working Internet car leads we all known (or at least we should know) that the very first step is making the first call. Before you send them a price quote before you send them an email about how great you are or how great the dealership is CALL THEM. Read more…
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…
Whether we talk about Internet leads, phone calls or advertising it all boils down to one thing, which is getting them into the showroom. We can’t sell them a car if we can’t get them into the showroom, but that can be quite a task today. The Internet has created Read more…
The Internet is a major part of selling cars for a living today and working leads is often where the process begins. We all love Fresh Ups that bypass the Internet and head straight for the showroom, but car buyers that walk on your car lot without spending time on Read more…
The car sales hand off can used to describe a number of different situations you may encounter in the car sales process. The T.O. or take over a customer hand-off, the car salesman to the sales manager hand-off, the salesperson filling in for a salesman that is off or on Read more…
I have met and talked to a lot of salespeople over the years and one of the things that bother me the most is the attitude that some car salesmen have about the car business. They have problems with management, problems with pay plans, beefs about other salespeople and just Read more…
For all you Green Peas out there, you need to keep something in mind and that is, cars do not go on sale. Cars are a not like turkeys, milk or any other item that may go on sale at the store, cars are always on sale. Sure, the manufacturer Read more…
I am sure you have heard the term "Assume the Sale" many times, it's thrown around all the time when it comes to selling cars, but not everyone realizes how important it is to being successful in the car business. It should start on the telephone when you are making Read more…
There is no question that the car gets sold at the dealership, but the recent numbers tells us that somewhere around 70% of all sales involve the telephone. It could be a "Phone Up"' an outbound call made during long term follow-up, a call made from an Internet Lead, a Read more…
One of the major roadblocks that I have found to getting customers on the showroom floor via the Internet and the phone is selling the car instead of the appointment. Whether you work on the floor as a car salesman, in the BDC or in the Internet Sales Department this Read more…