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4 Steps to Take Now that Will Benefit Sales Later
You Know What They Say About Assumptions…

You Know What They Say About Assumptions…

Assumptions are a dangerous byproduct of our industry and we all need to check ourselves when it comes to stopping an idea in its tracks based on emotional biases and unsupported knee-jerk reactions.

May 13, 2021

Why Post-Sale Marketing Matters
Utilizing Vehicle History to Minimize Portfolio Risk
The Why Behind the Showroom Greeting

The Why Behind the Showroom Greeting

No matter what product you sell or whether it is in person or over the phone, the first impression will have a great effect on your ability to help the customer make good decisions.

March 9, 2021

The Importance of Understanding What Motivates Different Generations
The Rise of OTT Advertising: Why Dealers Need to Stream their Ads and Inventory
Five Critical Techniques to Improve CSI

Five Critical Techniques to Improve CSI

Customers long forget what repairs were done, but what keeps a great many coming back year after year is how they feel walking away, and the Customer Service Index is the closest measurement we have that gauges that feeling.

February 9, 2021

Too Good to Be True

Too Good to Be True

Don’t spot deliver a car unless you’ve considered all the signs of potential fraud.

January 27, 2021

Mapping the Customer Journey

Mapping the Customer Journey

To meet and exceed modern consumer expectations at each step of the buying process, develop new techniques and use technology to help them discover, learn, and be validated in their decisions along the way.

January 25, 2021

Leads: New Value, Different Strategy

Leads: New Value, Different Strategy

It is critical to look at what happens with your sales team once a lead is submitted. Meet the consumers where they are and you’ll see the sales roll in.

December 17, 2020

The Modern Sales Team as a Driver of Inventory Turn

The Modern Sales Team as a Driver of Inventory Turn

The world has changed — and so too must your sales practices. This unique relationship quickly gives sales personnel compelling detail about the vehicles now in your inventory and in the reconditioning pipeline.

December 14, 2020

How Lessons from the Trail Can Help Your Dealership Win

How Lessons from the Trail Can Help Your Dealership Win

On a recent hike, I had quite a bit of time to reflect on the similarities of lessons learned on the trail and lessons learned in the dealership. When you’re all in, and you don’t have any other choice but to keep going, you’ll find a way to reach the top.

December 9, 2020

Data-Driven Tips For Selling to Customers from Gen Z to Baby Boomers

Data-Driven Tips For Selling to Customers from Gen Z to Baby Boomers

While age and demographics can give you a good starting point for selling, they won’t tell you everything. Knowing more about your customer is a major advantage as customers become more accustomed to not only personalization, but the speed and convenience it affords the sales process.

November 19, 2020

The Silver Lining: A New Sales Model Emerges

The Silver Lining: A New Sales Model Emerges

Whether we choose to keep a leaner staffing model, hire a different caliber of employee that requires more compensation, or grow our expectations for what we can sell per month, there is no looking back — and that is good for business.

November 18, 2020

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