Selling Strategies

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Selling Strategies
The Value of Being Prepared

Being prepared is more than how we prepare for our customer’s showroom visit.

It applies to how we maximize each day by reaching out to past customers when we make our daily portfolio calls.

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Selling Strategies
The Value of Being Proactive

In the past, automotive sales teams were able to create success by being re-active, rather than pro-active. Sales Professionals typically came to work to wait for customers. But today, customers no longer need to go to a dealership to get information on vehicles, or in some cases even to purchase a vehicle.

Now we must be pro-active to succeed. What does this mean? It starts by coming to work, to work, not to wait.

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Selling Strategies
Strategy with Jason featuring Jeff Williams

Jeff Williams joins Jason and Glenn on this episode of Strategy with Jason to explore the current status of the automotive industry and how dealers can get ahead of the curve as economies start to open up again.

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Selling Strategies
Stay in Touch

Here are a few things that I learned from these dealers who chose to keep talking to their customers during the pandemic. Many of these dealers sold cars, in some cases quite a few. But that wasn’t their goal. They simply wanted to build goodwill with their customers.

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Selling Strategies
The Challenge of Margin Compression

The “margin struggle” for car dealers today is really the battle to de-commoditize the car buying process by delivering a high-value customer experience. Dealers need to construct their sales process around their customer’s three buying decisions.

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Selling Strategies
Delivering a Customer-centric Sales Experience

As we explained in the last two articles, sales team staff dynamics have drastically changed. So have consumer demands, and so has the market. So what hasn’t changed? Three things: Gratitude, value, and confidence.

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Selling Strategies
Developing an Appointment Culture

In times of change, a higher level of sales leadership at all sales management levels is needed to navigate the changes, to equip the sales team to thrive and to deliver an acceptable return to the dealer. Effective sales leadership means developing three key leadership characteristics – vision, courage and clarity.

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Selling Strategies
Plugging Digital Leakage

This article, the first of three, outlines the evolution of the retail car business and the various techniques adopted to manage floor traffic. Twenty-five years ago, consumers had to visit a dealer to get virtually any information. Now online enquiries have become the primary source of dealer opportunities.