I was once working at a dealership at the same time a trainer was teaching a class on how to use a new version of the DMS system. The frustrated trainer came out of the classroom and said to me, “I can teach a monkey to press the control key and he

Not all new employees are promoted from within. Rarely have all of the sales managers at your store once been the salespeople on your floor. In other words, dealers often look outside of their own four walls and bring in a candidate from another deal

Imagine, just for a moment, you and each of your representatives were able to save one deal a day. How much easier would each month, quarter and year be?  How much less scrambling at the end of the month might there be? Scrambling means shortcutting

Ask every dealer you know if they’d prefer a phone up or an email lead and 99% will say “phone up hands down.” This makes sense, since a phone up is usually lower in the purchase funnel and (when handled properly) delivers a much higher closing

Surely everyone is familiar with the biblical David versus Goliath story. In the original, the much smaller David defeats Goliath by launching a single stone from his sling into the giant’s forehead. Case closed – David wins. If only it were that

If you’ve been reading closely, you’ll know that I have been refining a list of critical internet sales success factors for some time. Here is my latest list: Competitive pricing Transparency Initial response Follow-up High touch Happy employees

I was training with a dealer group the other day, and during a break the Internet managers were jovially reminiscing about the days – way back in 2003 and 2004 – when dealers were still not sure they even needed a website. I was working for Deale

The J.D. Power Automotive Internet Roundtable held October 12, 2011 in Las Vegas hosted a panel discussion on the topic of “How Dealers Can Build Trust Online to Increase Online Sales.” Judging by the attendance, this topic is worthy of further

Our market has changed. Are you prepared to set yourself apart from the masses? Is your website getting found by everyone looking for your product and services in your market and surrounding areas? The Internet has transformed the way people learn ab