In baseball, like in dealerships, managers practice one of two drastically different motivational techniques. Back in the day, the day being the late 1980’s, my premiere college baseball team’s manager and coach separately operated using the opposite approaches. Of course, they shared a passion for the sport, but that’s where the commonalities ended. So how […]
In today’s fast-paced culture of social media, texting, and video, it’s more difficult than ever to hold people’s attention and keep them engaged. What does this mean for you and your sales team? If your salespeople don’t want to grow their skills and win, then they can’t reach their top sales numbers, and they can’t […]
The importance of goal setting is crucial, yet too many of us tend to play the game called Someday. Someday, I’ll set my goals. Someday, I’ll write my plans. Someday is the enemy. Someday always turns into One of These Days which inevitably turns into None of These Days. The best goal setting is always […]
What is sales if not a game of skill, statistics and numbers? Just like baseball, you can only control the game by honing your skills AND leveraging your sales stats. If you don’t, the game will control you. That’s the cold hard truth. I’d wager to bet, you know your home team’s stats better than […]
Maintaining control throughout the sales process is crucial, but it’s not always easy. Sometimes, a customer will walk on your lot and start bombarding you with questions. Instinctually you’ll want to answer them. This is normal. It’s a habit we need to break in the car industry though. Control your Sales Process, control your Goals, […]
The future of our traditional dealership model is at a turning point. If you want to grow the dealership, it’s time for an honest appraisal of technology’s role in our sales process. We don’t have the luxury of thinking of it as our salvation any longer. We must innovate, evolve and dictate technology’s tie to […]
What is it that makes some salespeople more successful than others? Take two salespeople standing side by side, both well dressed, clean cut, certified on their product, given the same amount of leads and selling from the exact same inventory. One succeeds and consistently sells 25% more than the other. Why is it that you […]
Why do we treat our dealerships as if they have revolving doors with concern to our salespeople? It’s costing your dealership precious resources- your reputation within your community, your sales team morale, and your bottom line. We have no choice but to modernize the way we hire, train and care for our salespeople. “The days […]
Every day at the dealership, as a sales manager, it can feel like a grind when spending the entire day putting out fires, chasing stips for F&I, and not feeling like there’s enough time to get everything done. If this is the case, you might find yourself asking, “What am I doing wrong?” and “What […]
